# Aktify — Full Content
> Full markdown bodies of every blog post on aktify.com, ordered most-recent first. For the curated index, see https://aktify.com/llms.txt
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## Are Those AI Sales Numbers Real? How to Check Before You Buy
URL: https://aktify.com/blog/are-those-ai-sales-numbers-real · Published: 2026-08-24
_AI sales vendors all cite big numbers. Here is how to tell which claims survive a reference check, and the questions to ask before you run a pilot._
In early 2025, an AI sales startup called 11x was claiming roughly $14 million in annual recurring revenue. A former employee told TechCrunch that only about $3 million in contracts survived the three-month trial period.¹ The same reporting found the company had listed logos of businesses that were not paying customers. One of them was ZoomInfo, which said a one-month trial performed significantly worse than its human reps. It had never granted permission to use its logo.¹
That story did something lasting to how sales leaders read an AI vendor's pitch deck. The doubt used to be about the technology. Buyers wanted to know whether their leads would notice they were talking to software. That question is mostly settled now, because the conversations work. The doubt has moved to the numbers on the slide.
So the useful skill in 2026 is not spotting good AI. It is telling which numbers would survive a reference check before you sign anything.
## Buyers now want a reference they can call
Walk into any evaluation this year and you will hear a version of the same request. **Show me a customer who looks like me, and let me call them.** That request is the whole game. A vendor who can produce three referenceable customers in your industry has told you more than any conversion-rate chart ever could.
A reference call surfaces the things a chart is built to hide:
- **How long onboarding actually took**, measured against the timeline on the slide
- **What broke in the second month**, once the novelty wore off and volume went up
- **Whether anyone picked up the phone** when it did
But a reference only counts if the customer is real and still active, which is precisely where the 11x story came apart.
Headline stats are cheap to print and hard to check. A headline reply rate or a fast payback figure means nothing until you know three things: **the sample behind it, the time window, and whether the customer who produced it is still paying.** The 11x churn figure is the real lesson there. A number pulled from a trial that ended two months later is a screenshot of a moment that has already passed.
None of this means AI sales tools underdeliver. The category is real and growing. The inbound half of it, where AI responds to leads who already raised their hand, is running live traffic at scale today. So the open question is not whether the technology works. The burden of proof simply shifted onto the vendor. The buyers who win are the ones who make the vendor carry it.
## Three claims you can verify yourself
Sort every claim a vendor makes into two buckets:
- **Claims that live only on the vendor's slide.** Response rates, payback periods, any figure whose sample and time window you cannot see for yourself.
- **Claims you can confirm independently.** A registration record, a date, a customer who will pick up the phone.
Spend your evaluation time on the second bucket. Three things belong there by nature.
**1. Time in production.** How long has the platform actually run live traffic? A company that has been handling real sales conversations since 2017 has seen edge cases a six-month-old tool has not met yet. Aktify is one of those companies, with more than 10 million conversations behind the current models. There is no shortcut to it. A model gets good by meeting messy, unscripted conversations, and those only turn up in live traffic over years. So ask when a vendor processed its first live lead. Treat the answer as a matter of record.
**2. Carrier registration.** Automated texting to consumers runs through carrier compliance rules. A vendor that is properly carrier-registered can show you the registration. One that waves the question away is telling you something. This is verifiable in minutes and it protects you from a deliverability problem you would otherwise inherit.
**3. Referenceable customers.** These are names of people who will take a 20-minute call and tell you what actually happened, not logos sitting on a web page. Aktify's customers include Fortune 200 names, and the ones who agree to a reference call are the proof that matters.
The pattern across all three is the same. Real proof points to something outside the deck: a registry, a date, a person you can call.
## Ask to see the individual leads
The strongest evidence is the kind you can inspect yourself during the pilot. An aggregate is easy to present and hard to question. A per-lead record is neither. So the question worth asking is whether you can open the reporting up and see individual leads, or only the totals a vendor chose to show you.
This is where lead-level tracking earns its keep. Aktify's Branded Link Tracking gives each lead a unique, carrier-safe short link, and every click is recorded against that specific person. You see a real lead opening a real link at a real time, inside the Aktify portal alongside the rest of the campaign. And the same signal can flow into your CRM through webhooks or a native integration when you want it there.
Set your pilot up so the definitions are settled before it starts. Pin these down with the vendor on day one, so nobody relitigates them after the fact:
- **Contact rate.** What counts as a contact, and what the denominator is.
- **Reply rate.** Whether an out-of-office or an opt-out counts as a reply.
- **Booked meetings.** Booked, held, or both, and who confirms which.
- **Clicks.** Unique per lead, or every tap including repeats.
Then check the numbers against your own calendar as the pilot runs. When the detail is inspectable and the definitions are agreed, the reference check gets a lot shorter, because you are watching the proof happen.
## Send every vendor these five questions
Bring these questions to every vendor on your shortlist. Good ones answer plainly and fast, without needing a follow-up meeting to prepare the response. The answers tell you more than the polished demo ever will.
1. **Time in production.** When did you process your first live lead, and how many conversations have you handled since?
1. **Compliance.** Are you carrier-registered, and can you show the registration?
1. **References.** Can I speak with two or three current customers who run volume like mine?
1. **Visibility.** Can I see results down to the individual lead, or only as aggregate totals?
1. **Retention.** What is your customer retention past the first three months?
**Question 5 closes the 11x loophole directly.** A vendor confident in the product will tell you the retention number. One that is selling a screenshot will change the subject.
## Test your shortlist before you book another demo
Take the AI sales tools already on your shortlist and run them through the five questions above before you schedule another demo. It costs an email each and it re-sorts your list fast. But send them in writing. A vendor who will put an answer in an email is a different signal from one who only says it out loud on a call. The vendor who answers the retention question with a real figure and hands you two references has already passed the test that sank 11x. The one who sends another case study PDF has answered a different question than the one you asked.
The market has plenty of AI that works. What it lacks is buyers who insist on proof they can verify. **Be that buyer, and the vendor selection gets a lot simpler.**
If you want proof you can watch happen, [see Aktify text a real AI conversation to your phone](/?demo=open), the same way one of your leads would experience it.
## Sources
1. TechCrunch, "a16z- and Benchmark-backed 11x has been claiming customers it doesn't have," March 24, 2025. [https://techcrunch.com/2025/03/24/a16z-and-benchmark-backed-11x-has-been-claiming-customers-it-doesnt-have/](https://techcrunch.com/2025/03/24/a16z-and-benchmark-backed-11x-has-been-claiming-customers-it-doesnt-have/)
---
## Give AI the First Touch, Keep the Close for Your Reps
URL: https://aktify.com/blog/give-ai-the-first-touch-keep-the-close · Published: 2026-08-04 · Category: Lead Generation
_Most sales leaders have already made peace with a hard fact: new inbound leads go cold fast. The question they tend to ask next is some version of whether AI can take over the sales development rep (S_
Most sales leaders have already made peace with a hard fact: new inbound leads go cold fast. The question they tend to ask next is some version of whether AI can take over the sales development rep (SDR) role outright. There is a more useful question sitting underneath it, and the data answers it cleanly. In a 2026 benchmark of 573 companies across six service industries, teams using AI reached a new lead inside 15 minutes 62.5% of the time, against 39.1% for teams working by hand.[1] That is a spread of about 23 points on the single variable that most reliably predicts whether a lead ever becomes a real conversation.
So the more useful question is narrower than replace-or-keep. It is which part of the SDR job a machine should actually handle, and which part should stay with your people.
## What the market learned from replacing SDRs with AI
Over the past year or so, plenty of sales teams tested a simpler idea first. Hand the entire SDR role to an AI agent, pull the humans out, and watch the pipeline fill on its own. It was a reasonable thing to try, and the market tried it at scale.
The results walked most of them back. Several of the most visible autonomous-outbound tools pulled back toward a hybrid model once the fully automated version underdelivered.[5] Write-ups from Amplemarket, IBM, and others landed on the same read: the strongest results come from AI handling instant first touch and qualification, with human reps supplying judgment and the close.[2][3][4] The useful part for you is that the experiment is already paid for. You get to skip to what it taught.
## Where full autonomy broke down
The breakdown was specific. Fully automated cold outbound leaned on AI to generate and send outreach at high volume, and the volume worked against it. Mass AI-written email degraded deliverability and eroded buyer trust, so the motion that was supposed to scale forever started to decay instead.[5]
Inbound has held up far better. AI agents that work leads who already raised a hand, whether a form fill or a missed call, are in real production at named companies today.[5] The difference comes down to the starting point. Cold outbound interrupts a stranger. Inbound answers someone who just asked to be contacted, and speed and consistency matter enormously in that second case. That is exactly what software is good at.
Aktify sits on the inbound side of that line. It responds to leads who already showed intent, and it does not send cold outreach.
## Why the machine wins the first fifteen minutes
Look at where that 62.5% actually comes from. The number climbs when first touch stops depending on whether a person happens to be free. You’ve likely seen where a lead comes in at mid-morning at 10:40 while your one available rep is deep in a call, and by the time the rep surfaces, two more leads are waiting behind the first. By the time the interested buyers are contacted, they have cooled off and are looking elsewhere. It is almost always a timing or capacity problem, and it is why manual operators in the same benchmark reported 69.1% lead leakage, roughly 15 points worse than teams using AI.[1]
A machine clears exactly that kind of problem. It answers the 10:40 form fill at 10:40. The hundredth lead of the day gets the same sub-minute response as the first, whether or not anyone is at a desk.
It helps to size the effect. Say 200 inbound leads arrive in a month. At the manual rate, about 78 of them get a fast first touch inside the 15-minute window. At the AI-assisted rate, the same 200 leads produce about 125.[6] That works out to roughly 47 additional conversations from an identical lead spend, each one started while the buyer was still paying attention.
Volume is the quieter half of the win. When first touch and qualification run on software, taking on more leads does not require adding people in a straight line. A campaign spike or a seasonal surge gets the same instant response as a slow week, so the months when lead flow doubles stop being the months when the most revenue slips away. The busiest weeks are usually the most expensive ones to staff for by hand, and those are the weeks the software covers without a new hire.
## What stays with your reps
The close is a different skill, and it belongs to your people. The moment a qualified prospect wants to talk price or hear a real objection answered, you want a human on the line. Judgment is the part of the job that does not scale on software, and that is precisely why it stays with a person. A good rep reads hesitation and knows when to push and when to wait. That is the work you hired them for.
What changes is where their hours go. Today a large share of a rep’s week disappears into leads that went cold before anyone called and leads that were never qualified in the first place. Move first touch and qualification to software, and those hours come back as live, qualified conversations. The team stays the same size. The difference is that its time now lands on the calls where a person actually changes the outcome.
This is also the honest answer to the cost question, and it does not involve cutting anyone. You are getting more out of the reps you already have, because the software makes amazing first-touch contact and handles the overflow that used to slip away unworked.
## How Aktify draws the line
Aktify is built on that division of labor. When a new lead comes in, it sends a first text in under 60 seconds and qualifies the prospect through a natural back-and-forth over SMS, the channel people actually answer.[7] When the lead is ready for a person, one of two things happens. Aktify delivers a live warm transfer to an available rep through Live Call Transfers, so the conversation lands while intent is still high, or it books the appointment end to end through Calendar Scheduling. Across customers, Live Call Transfers move more than 70,000 warm handoffs to sales teams a year, and Calendar Scheduling has improved booking rates for customers by 75%.[7]
The qualification holds up because of what sits behind it: more than 10 million conversations since 2017, at 99% SMS deliverability and better than a 50% response rate on carrier-registered messaging.[7] For regulated verticals like insurance and healthcare, the platform is HIPAA compliant.[7] Your reps stop losing deals that they lost even before seeing them, and they spend those hours in productive sales conversations.
Whether every headline AI number survives a reference check is a fair question, and one worth its own conversation. The figures here come from live benchmarks and production deployments rather than projections. The clearest way to see where they land on your funnel is to watch the system run on your own leads.
[Book a demo and see it on your own leads →](https://aktify.com/contact)
## Sources
1. Blazeo, "2026 Speed-to-Lead Benchmark," a survey of 573 companies across six service industries. AI-using companies met an under-15-minute response standard 62.5% of the time versus 39.1% for manual-only teams; manual operators reported 69.1% lead leakage, roughly 15 points worse than AI users. Reported via Apten, [https://www.apten.ai/blog/speed-to-lead-benchmarks-2026](https://www.apten.ai/blog/speed-to-lead-benchmarks-2026) (verified 2026-07-09).
2. Amplemarket, "Best AI Sales Agents," on the industry’s shift away from full-autonomous AI SDRs toward a hybrid model where AI handles first touch and qualification and humans handle judgment and the close, including the reversion of early full-replacement adopters. [https://www.amplemarket.com/blog/best-ai-sales-agents](https://www.amplemarket.com/blog/best-ai-sales-agents) (verified 2026-07-09).
3. IBM Think, "AI SDR," on the division of labor between AI-driven first touch and human relationship and closing work. [https://www.ibm.com/think/topics/ai-sdr](https://www.ibm.com/think/topics/ai-sdr) (verified 2026-07-09).
4. Lead411, "Why AI SDRs Won’t Replace Human Outbound Teams in 2026." [https://www.lead411.com/blog/why-ai-sdrs-wont-replace-human-outbound-teams-in-2026/](https://www.lead411.com/blog/why-ai-sdrs-wont-replace-human-outbound-teams-in-2026/) (verified 2026-07-09).
5. Tool Directory, "AI SDRs in 2026: Which AI Sales Agents Actually Work," on inbound AI agents running in real production at named companies versus the underperformance of cold-outbound AI as mass AI-generated outreach degraded deliverability and buyer trust. [https://tooldirectory.ai/blog/ai-sdrs-2026-which-ai-sales-agents-actually-work](https://tooldirectory.ai/blog/ai-sdrs-2026-which-ai-sales-agents-actually-work) (verified 2026-07-09).
6. An illustrative model, not a reported Aktify or study outcome. It applies the benchmark’s 39.1% and 62.5% fast-response rates to a hypothetical 200-lead month to show the directional effect on fast-first-touch volume.
7. Aktify platform data: first AI response to a new lead in under 60 seconds; more than 70,000 live warm transfers delivered per year via Live Call Transfers; roughly 75% booking-rate improvement via Calendar Scheduling; 99% SMS deliverability; 50%+ response rate; more than 10 million conversations processed since 2017; carrier-registered; HIPAA compliant (verified 2026-07-09).
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## What a 42-Hour Lead Response Really Costs You
URL: https://aktify.com/blog/cost-of-slow-lead-response · Published: 2026-07-07 · Category: Lead Generation
_The median B2B lead waits 42 hours for a first response. See what slow follow-up costs in conversions and the system that reliably fixes the timing._
Most sales teams already agree that responding quickly to a new lead matters. The more useful question is what "quickly" means in practice, and how far the typical company is from it.
The research is sobering. Across 253,817 inbound lead submissions from 1,247 B2B SaaS companies, the median response time was 42 hours.[1] In a channel where the company that replies first usually wins, that is a long time to leave a buyer waiting. By the time the average company follows up, the buyer has often kept working their shortlist and may have already spoken with a competitor.
## How Few Companies Respond Fast
The same study found that only 7% of B2B companies consistently respond to inbound leads within five minutes.[1] Most sales leaders will tell you speed matters, yet far fewer have a system that delivers it when a lead arrives late at night or while the one available rep is in a long call.
That distance between intent and execution is where most of the lost revenue hides. For a sales leader, the real question is less about whether speed matters and more about what reliably delivers it during a normal, busy week.
## What the Delay Costs in Conversion
The reason response time matters so much comes down to conversion. In the same research, leads contacted within five minutes converted to opportunity at 21%, while leads contacted after 24 hours or more converted at 2.3%.[2] That is close to a ninefold difference, and it tracks to a single variable: how quickly someone followed up.
It helps to put real numbers on it. Imagine you take in 100 inbound leads a month and your average deal is worth $10,000. At a 21% opportunity rate, fast follow-up turns those leads into roughly 21 real opportunities a month. At 2.3%, the same volume produces about two. At $10,000 a deal, that swing is the better part of a salesperson's quota, and it repeats every month. Over a year, it adds up to a very different pipeline, built from identical leads.
This is also why "we generate plenty of leads, we just need to close better" can be a misread. Often the leads are fine. They cool off in the hours between submission and first contact, and even strong closing skills cannot recover a buyer who has already booked time with someone else.
## What a Fast First Touch Should Actually Do
Speed on its own is only part of the job. A reply that arrives in two minutes but reads like an autoresponder does not move a buyer much further than silence does. The teams that win the early window pair speed with a first touch that actually advances the conversation.
In practice, that means the first message acknowledges what the person asked about rather than simply confirming receipt, and makes the next step easy, whether that is answering a quick question or offering a time to talk. Most buyers have a follow-up or two before they are ready to book anything, so the exchange needs room for a real back-and-forth rather than a single canned reply.
This is where a lot of manual setups quietly fall short. A rep who is deep in another deal might send back a quick "thanks, we will be in touch," which counts as a fast response on paper while doing little for the buyer. The aim is a first touch that is quick and genuinely useful, delivered consistently across every lead and every hour of the day.
## Why Fast Response Is Hard to Do by Hand
If the math is this clear, why do so many companies still miss the five-minute mark? The practical answer is that the timing is difficult to hit manually at any real volume.
Leads do not arrive on a schedule. One comes in at 7am and another at 11pm. Some land during your weekly sales meeting, others while your available rep is already on a call. Manual follow-up assumes someone is watching the queue and free to act at the exact moment each lead lands. At a hundred or more leads a month, across business hours and after, that assumption falls apart. Reps work the leads that look most promising, the rest wait, and the median quietly drifts toward 42 hours.
The pattern gets worse outside business hours. A form filled out on Friday evening often waits until Monday morning for a first reply, by which point the buyer has had a full weekend to look elsewhere. A new campaign or a seasonal surge can bury the queue exactly when the leads are most valuable, since the same spike that fills the funnel also overwhelms the people meant to work it.
Adding headcount helps with coverage, but it does little for the timing. More reps extend your reach during business hours and still leave nights and weekends thin, at a cost that climbs quickly. The harder truth is that the first touch needs to happen in seconds, which is faster than any team can reliably staff.
## What Reliably Solves the Timing Problem
This is where the market has largely settled on an approach. In a separate 2026 benchmark of 573 companies across six service industries, teams using AI met an under-15-minute response standard 62.5% of the time, compared with 39.1% for teams working manually.[3] The value of AI here is consistency. It sends that first touch whether or not a person is free, which is exactly where manual follow-up tends to break down.
That is the idea behind how Aktify works. When a lead comes in, the AI sends a first text in under a minute and starts a genuine two-way conversation rather than a one-way blast. It answers the obvious questions and qualifies the lead the way a capable SDR would, at any hour and across every lead at once.
Then it hands off. Once a lead is qualified and ready, Aktify delivers a live warm transfer to an available rep, or books the appointment if no one is free. The AI covers the part people find hardest, which is being instantly available to everyone, and your reps focus on the part they are genuinely good at, which is the conversation and the close. The goal was never to replace the people who close deals, only to stop losing those deals in the hours before a rep ever saw them.
## How to Measure Your Own Response Time
A good place to start is one honest number. Pull your CRM and find your real median time from lead submission to first human contact, measured across everything that came in last month rather than the leads your best rep happened to grab.
If that number is measured in hours, you have plenty of company, and the conversion math above is working against you week after week. Most teams already believe in fast follow-up, so the fix is rarely about asking people to try harder. More often it is a system in front of the queue that consistently reaches new leads inside the window and hands a warm, qualified lead to a person to close. The leads you are already paying to generate are worth more than the current median is letting them be.
[Book a demo and see it on your own leads →](https://aktify.com/contact)
## Sources
1. Artemis GTM, "2026 Speed-to-Lead Benchmark," analysis of 253,817 inbound lead submissions across 1,247 B2B SaaS companies. Median B2B lead response time of 42 hours; 7% of B2B companies consistently respond within five minutes. [https://artemisgtm.ai/research/speed-to-lead-benchmark-2026/](https://artemisgtm.ai/research/speed-to-lead-benchmark-2026/) (verified 2026-06-02). Sample is B2B SaaS specifically, not cross-industry.
2. Artemis GTM, "2026 Speed-to-Lead Benchmark." Lead-to-opportunity conversion of 21% for sub-five-minute response versus 2.3% for response after 24 hours. [https://artemisgtm.ai/research/speed-to-lead-benchmark-2026/](https://artemisgtm.ai/research/speed-to-lead-benchmark-2026/) (verified 2026-06-02). The 100-leads-per-month, $10,000-deal figure is an illustrative model, not a reported Aktify or study outcome.
3. Blazeo, "2026 Speed-to-Lead Benchmark," survey of 573 companies across six service industries (reported via Apten). AI-using companies met the under-15-minute response standard 62.5% of the time versus 39.1% for manual-only teams. [https://www.apten.ai/blog/speed-to-lead-benchmarks-2026](https://www.apten.ai/blog/speed-to-lead-benchmarks-2026) (verified 2026-06-02).
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## Why Your Competitors Are Using AI Sales Agents (and You Should Too)
URL: https://aktify.com/blog/why-competitors-using-ai-sales-agents · Published: 2025-12-18 · Category: AI & Automation
_Automation trends are accelerating because today’s buyers expect instant communication. When a lead fills out a form or requests a demo, waiting hours, or even minutes, can cost you the deal._
Why Your Competitors Are Using AI Sales Agents (and You Should Too)
The Aktify Team
December 18, 2025
The Age of AI Sales Adoption Has Begun
Automation trends are accelerating because today’s buyers expect instant communication. When a lead fills out a form or requests a demo, waiting hours, or even minutes, can cost you the deal.
That’s where platforms like Aktify come in.
Aktify’s AI sales agents instantly engage inbound leads via personalized SMS conversations, qualify them in real time, and schedule or transfer calls directly to your sales team. The result? No leads left waiting, and a pipeline that never sleeps.
## Why Competitors Are Moving Fast — And Winning
Your competitors are using AI because it works.
Here’s why they’re gaining an advantage:
### 1. Speed to Lead Is Everything
The longer you wait to respond, the lower your conversion rate drops. Contacting a lead within five minutes increases the odds of qualifying that lead by up to 21 times compared to waiting 30 minutes.
AI ensures you never miss that window.
With Aktify, as soon as a lead comes in, the AI agent begins the conversation. No waiting, no missed opportunities. It nurtures, qualifies, and even books the meeting before a competitor can make the first call.
### 2. AI Agents Scale What Humans Can’t
Human reps can only handle so many conversations at once. An AI sales agent, however, can manage hundreds simultaneously, each one personalized, polite, and persistent.
That means your team can focus on what they do best: closing deals, not chasing unresponsive leads.
### 3. They’re Learning Faster Than You Think
AI adoption is compounding in value. Every conversation, every data point, and every customer response helps train smarter outreach models.
Competitors who started using AI last year are now operating with a head start in intelligence, efficiency, and insight.
## The Real Impact of AI Sales Agents
Let’s look at the results driving AI adoption.
- Increase in Lead Engagement Rates: Businesses using conversational AI report drastically higher reply and follow-up rates compared to traditional email or call outreach.
- Faster Sales Cycles: Automated conversations shorten response time and accelerate decision-making.
- Savings in Operational Costs: AI reduces the need for manual outreach, freeing up human labor for higher-value interactions.
- 24/7 Availability: No downtime, no lunch breaks, no missed leads.
This shows the difference between a pipeline that slows down on weekends and one that works nonstop.
## Inside the AI Sales Workflow — How Aktify Delivers Results
To understand why AI adoption is surging, let’s break down how Aktify’s system works:
### 1. Lead Submission
Leads are submitted through a secure API, a simple CRM connection, or manual upload, ensuring every contact flows seamlessly into the system.
### 2. SMS Outreach
Immediately, Aktify’s AI agent sends a personalized SMS message to initiate the conversation, a more natural and effective approach than generic email blasts.
### 3. Automated AI Conversation
Using conversational AI, the system holds a natural, context-aware dialogue with each lead. It can answer questions, provide information, and gauge interest levels with precision.
### 4. Call Scheduling
Once a lead shows intent, the AI coordinates timing and books the call automatically, removing the friction of endless back-and-forth scheduling.
### 5. Live Transfer to Call Center
Finally, when the lead is hot and ready, Aktify connects them directly with your live sales team or call center. The conversation is seamless and immediate.
This process transforms what used to take hours or days into minutes.
## The Human + AI Advantage
Think of AI as the ultimate sales assistant:
- It handles repetitive outreach.
- It qualifies and prioritizes leads.
- It ensures no opportunity slips through the cracks.
When sales reps are free from administrative tasks, they spend more time doing what actually drives revenue, building relationships and closing deals.
This hybrid workflow, where automation drives efficiency and humans bring empathy, is the model top teams are using to dominate their markets.
And Aktify is built for exactly that partnership.
## Automation Trends You Can’t Ignore
Here are the major automation trends shaping modern sales:
### 1. Conversational AI Is Becoming the New Frontline
Instead of waiting for reps to follow up manually, AI sales agents engage immediately via SMS or chat. This creates a sense of responsiveness that buyers crave.
### 2. AI-Driven Lead Qualification
AI systems can score leads more accurately using behavioral data and conversational signals, giving sales teams the insights they need to focus on high-value prospects.
### 3. Personalized Automation
Automation isn’t about sending the same message to everyone. Modern systems personalize tone, timing, and content to match each buyer’s intent.
### 4. Predictive Follow-Up
AI predicts when and how to re-engage based on context. That means better timing, higher response rates, and smarter nurturing.
### 5. Integration with Human Workflows
Platforms like Aktify don’t work in isolation. They integrate with CRMs, call centers, and sales analytics tools, giving teams full visibility into the pipeline.
## Overcoming the Myths Around AI Sales Adoption
Even with clear results, some teams hesitate to adopt AI. Let’s address the most common misconceptions.
### Myth 1: AI Feels Impersonal
In reality, conversational AI has become remarkably human-sounding. It can adapt tone, respond contextually, and even express empathy when needed.
Aktify’s AI engages naturally, not with robotic scripts, but with conversations designed to build trust.
Because of AI’s consistency and perfect follow-up, AI can perform better than human reps.
### Myth 2: It’s Complicated to Implement
Modern AI systems are plug-and-play. With secure API connections and CRM integrations, setup takes hours, not weeks. Aktify’s onboarding process ensures a smooth transition with full support.
### Myth 3: AI Will Replace My Team
The most successful teams use automation to handle volume while humans handle value.
## How to Get Started with AI Sales Agents
When you adopt AI, you can start small and scale quickly:
Identify the Bottleneck. Slow lead response? Missed follow-ups? Manual scheduling?
Integrate an AI Agent. Choose a solution like Aktify that fits into your existing tech stack.
Monitor and Optimize. Use real-time analytics to see how AI is improving response rates and conversions.
Expand to Other Channels. Once SMS is performing well, extend automation to calls or emails for a fully omnichannel approach.
Within weeks, most teams see measurable improvements in efficiency and lead engagement.
## The Future of Sales Belongs to the Fast
AI adoption is the defining advantage of modern sales organizations.
Your competitors have already made the leap. They’re using AI sales agents to deliver instant, personalized engagement, around the clock.
Meanwhile, teams that cling to manual methods are losing ground, not because they lack talent, but because they lack time.
The sales landscape is evolving.
AI is the new standard.
And with Aktify, it’s never been easier to join the leaders.
Ready to see how AI can supercharge your sales team?
[Request a Demo with Aktify](https://aktify.zohobookings.com/#/aktify-demo) and discover how always-on AI agents can engage, qualify, and connect your leads, faster than ever.
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## From Ghosted to Closed: How Automated Conversations Recover Lost Deals
URL: https://aktify.com/blog/from-ghosted-to-closed-automated-conversations-recover-lost-deals · Published: 2025-10-29 · Category: Lead Generation
_Learn how automated AI conversations re-engage cold leads, recover lost deals, and turn silence into sales with personalized follow-up at scale._
## When Leads Go Silent
You've called, emailed, maybe even texted, and yet, silence. The lead who once seemed ready to buy has vanished into the digital void. Every sales team knows this pain. But what if those "dead" leads weren't truly gone? What if automation could bring them back to life?
In today's market, speed and personalization win deals. But manual follow-ups can't keep up with the sheer number of leads that come in. This is where automated conversations, powered by artificial intelligence, are changing the game.
Brands using automation platforms like Aktify are reconnecting with cold leads, reigniting interest, and converting prospects who would have otherwise disappeared forever.
## The Silent Killer of Sales: Lead Drop-Off
79% of marketing leads never convert into sales. The top reason? Lack of timely follow-up.
Prospects often fall through the cracks because reps are overloaded with active opportunities, leads go cold before they're contacted, manual outreach lacks the personalization modern buyers expect, and people simply forget.
Even with the best CRM system, human capacity has limits. Once a lead goes quiet, many reps move on to the next "hot" one, assuming the deal is lost.
## What Are Automated Conversations?
Automated conversations use AI-driven text, email, and voice interactions to engage leads in real time. Instead of static drip campaigns or impersonal reminders, these systems use natural language processing to simulate real human conversations.
The system identifies dormant leads in your CRM, sends personalized messages automatically based on behavior and timing, engages instantly when leads reply, and hands off to your sales team once interest is re-established.
## Why Prospects Go Silent
Understanding why leads ghost you is key to knowing how to bring them back. The top reasons: timing shifted, overwhelmed inboxes, generic communication, unclear next steps, and follow-up fatigue.
Automation helps overcome all of these by sending context-aware, behavior-based messages at exactly the right time.
## From Lost Leads to New Opportunities
Most sales teams treat "no response" as the end of the line. But 50% of sales happen after the fifth contact attempt, yet most reps stop after one or two.
This means the majority of potential revenue is sitting dormant in your database, waiting for a nudge.
## How Automated Conversations Recover Lost Deals
Intelligent Timing: Automated systems track lead behavior and historical engagement to pinpoint the best moment to reach out.
Personalized Messaging at Scale: Every message feels tailored because it is. The system references previous interactions, preferences, and context.
Instant Response Handling: When a lead replies, the AI keeps the conversation going in real time.
Seamless Handoff to Sales: Once a lead signals buying intent, automation alerts the right rep instantly with full context.
Continuous Optimization: Over time, AI learns what messages, tone, and timing yield the highest response rates.
## Real-World Results
Some brands report 30-40% of dormant leads re-engaged within weeks of automation. Teams see up to 20% more deals closed without adding new leads. AI responds in seconds, not hours.
An insurance provider using Aktify re-engaged thousands of quote requests that had gone cold. Within a month, they booked hundreds of new appointments, turning a "dead list" into fresh revenue.
## The Hidden ROI of Lead Reactivation
Most companies obsess over generating new leads, but few invest in reviving old ones. Lead reactivation delivers some of the highest ROI in sales operations because the leads already know your brand, the acquisition cost is already paid, and automation makes the outreach nearly effortless.
## Why Automation Feels More Human Than Ever
Modern automation platforms like Aktify use natural language models that adapt to tone, intent, and sentiment. They understand when a prospect is curious, hesitant, or ready to buy — and adjust accordingly.
## Automation Supercharges The Sales Team
By automating the repetitive parts of outreach, sales teams can spend more time closing deals, engage more leads without hiring more reps, and focus on meaningful conversations rather than cold calls.
Automation serves as a tireless partner, working around the clock to ensure every lead receives the attention it deserves.
---
## 7 Productivity Killers in Your Sales Team & How Automation Fixes Them
URL: https://aktify.com/blog/sales-team-productivity-killers-automation-fixes · Published: 2025-10-13 · Category: AI & Automation
_Discover 7 common sales productivity killers — from manual data entry to poor lead routing — and how automation eliminates each one._
In high-growth sales organizations, productivity is often the invisible bottleneck. You may hire more sales reps, boost compensation, invest in training — but without streamlined processes and smart automation, teams still grind through repetitive tasks, drop leads, or waste time on low-leverage work.
## 7 Common Sales Productivity Challenges & Automation-Based Fixes
### 1. Manual Data Entry & CRM Hygiene
Sales reps often spend only about 30% of their time selling, with administrative tasks consuming the rest. Poor data hygiene leads to duplicate records, stale lead data, and lost insights.
The fix: auto-logging of calls and emails, contact enrichment APIs, and duplicate detection automation.
### 2. Poor Lead Routing & Qualification
High-performing leads may be delayed or misrouted, leading to slower response times and lost deals. Some leads get no follow-up at all.
The fix: lead scoring using behavioral and firmographic signals, rule-based lead routing, and queue-based round-robin fallback.
### 3. Inconsistent Follow-Ups
One of the classic leaks in your funnel: leads don't get timely follow-ups because reps forget or individually manage when to follow up.
The fix: sequence automation with predefined multi-step cadences, reminder triggers, and conditional branching based on prospect behavior.
### 4. Sales Collateral Discovery Overhead
Reps waste time hunting for the right slide decks, case studies, or proposal templates — sometimes recreating content because it's easier than finding it.
The fix: content recommendation bots with AI search, document tagging automation, and automated templating engines.
### 5. Reporting & Forecasting Delay
Manual report generation and spreadsheet wrangling hamper decision-making. By the time managers see pipeline issues, it might be too late.
The fix: real-time dashboards, predictive analytics with AI forecasting, and alerting with anomaly detection.
### 6. Onboarding & Knowledge Transfer
New reps take too long to ramp. When a rep leaves, account handoffs lose context and institutional knowledge.
The fix: guided playbook automation, knowledge bots for FAQs, and smart handoff tools that synthesize account history.
### 7. Communication & Collaboration Gaps
Sales, marketing, customer success, and support teams may operate in silos. Reps miss campaign context, marketing doesn't see which collateral is used.
The fix: two-way CRM integrations with Slack/Teams, activity feed consolidation, and bot bridges for workflow automation.
## Implementation Roadmap: How to Automate Without Crashing
Audit and baseline your biggest time drains. Pilot a quick-win automation with 1-2 reps. Incrementally expand to data enrichment, routing, and content bots. Embed training and change management. Refine and iterate weekly. Scale with governance and standardized naming.
## Conclusion
Sales teams fail because of friction, wasted minutes, and inefficient processes. But automation doesn't replace your salespeople — it amplifies them, allowing them to focus on what matters most: building relationships and closing deals.
---
## AI Lead Generation: How to Find and Qualify More Prospects Automatically
URL: https://aktify.com/blog/ai-lead-generation-qualify-prospects-automatically · Published: 2025-10-06 · Category: Lead Generation
_Learn how AI lead generation automates prospect discovery, lead scoring, and qualification — helping sales teams build smarter pipelines and close deals faster._
For decades, sales teams have relied on cold calls, networking events, and endless spreadsheets to generate leads. While these methods once worked, they are now slow, expensive, and hard to scale. Enter AI lead generation — a powerful way to find, engage, and qualify prospects automatically, without drowning in manual work.
## What Is AI Lead Generation?
AI lead generation is the use of artificial intelligence tools, algorithms, and automation to identify, capture, and qualify potential customers. Instead of manually combing through LinkedIn or buying outdated lists, AI platforms can scrape data across the web, analyze behaviors and engagement signals, score leads based on readiness to buy, and personalize outreach at scale.
## Why Traditional Lead Generation Falls Short
Manual prospecting takes too long. Data gets outdated quickly. Low personalization means generic cold emails rarely get responses. Poor qualification wastes time on unqualified leads. And scaling is expensive — adding more people doesn't necessarily mean more qualified opportunities.
## The Benefits of AI Lead Generation
Speed and efficiency: AI tools scan thousands of data points in seconds, identifying leads that match your ICP. Better targeting through machine learning patterns. Automated qualification with predictive scoring. 24/7 prospecting — your pipeline grows continuously. Personalization at scale with customized outreach. And significant cost savings by cutting manual tasks.
## How AI Finds New Leads Automatically
AI lead generation relies on data aggregation, predictive analytics, and natural language processing. Web and social scraping uncovers potential prospects. Intent data tracking monitors online signals for buyer intent. CRM and historical data mining identifies look-alike prospects. And ad optimization runs predictive models to target likely converters.
## AI in Lead Qualification: Separating Browsers from Buyers
Generating leads is just the start. The bigger challenge is knowing which ones are worth your time. AI excels through lead scoring based on engagement and behavior, behavior analysis tracking what prospects read and click, chatbots engaging visitors in real time, and CRM integration feeding only the best leads to your sales team.
## Compliance in AI Lead Generation
AI must respect data privacy and compliance rules: GDPR requires consent before processing personal data, CCPA protects consumer opt-out rights, and TCPA restricts automated calling and texting without permission. Always be transparent about data collection and give leads a clear way to opt out.
## Best Practices for Success
Define your ICP clearly — AI is only as smart as the criteria you feed it. Use AI to assist, not replace. Keep data clean with regular CRM audits. Personalize beyond just first names. And measure and optimize by tracking open rates, conversion rates, and pipeline velocity.
## Key Takeaways
AI lead generation is no longer optional. It's the competitive edge sales teams need in a world where attention spans are shrinking and data is overwhelming. Companies that use AI to automatically find and qualify prospects save time, focus on opportunities that matter, and build scalable, predictable pipelines.
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## AI Sales Automation: Scale Outreach Without Losing the Human Touch
URL: https://aktify.com/blog/scale-sales-outreach-automation-human-touch · Published: 2025-09-30 · Category: AI & Automation
_Learn how AI sales automation scales outreach while preserving authentic human connection — combining efficiency with personalization for higher conversions._
## Sales Outreach Under Pressure
Sales teams face mounting expectations. Buyers demand rapid, tailored communication across multiple channels. Meanwhile, leadership requires expanded reach, larger pipelines, and ambitious quota achievement.
This creates a fundamental tension: scaling outreach while preserving customization. The resolution involves pairing AI automation with genuine human connection — efficiency combined with authenticity.
## The Challenge of Scaling Sales Outreach
Manual processes hit a wall. Even top performers can only handle a limited volume of calls, emails, and follow-ups daily. Basic automation often feels spammy — templates and sequencing tools increase volume but diminish effectiveness. And prospect expectations are higher than ever.
## What Is AI Sales Automation?
AI sales automation goes beyond bulk emails or auto-dialing. It incorporates AI assistants conducting natural conversations, personalized outreach at scale, and intelligent management of follow-ups, scheduling, and nurturing.
This produces one-to-one interactions despite massive volume. Consider AI as perpetually available sales personnel — maintaining warm prospects, initiating timely follow-ups, and transitioning leads to humans upon detecting purchase readiness.
## How to Scale Outreach Without Losing Authenticity
Automate the repetitive, keep the strategic. Sales professionals shouldn't dedicate hours to managing no-shows or scheduling reminders. Automation should handle outreach sequences, reminders, calendar management, and dormant prospect reactivation.
Personalize with data-driven context. Superior AI systems evaluate behavior — channel preferences, response velocity, content resonance — and customize outreach accordingly.
Orchestrate seamless human handoffs. When prospects manifest interest, immediate transition to human reps should occur with full conversation history.
Maintain brand voice consistency. Outreach should appear organizational rather than script-generated.
Continuously measure and optimize. Track response percentages, conversion rates, lead acceleration, and time to close.
## The ROI of AI-Powered Outreach
Companies typically experience reclaimed hours for sales personnel, expanded pipeline with more prospects contacted, superior conversion rates with warmer leads, and reduced expenditures without unlimited SDR hiring.
## Common Misconceptions
"Automation replaces sales personnel" — incorrect. It functions as a multiplier. "AI feels robotic" — contemporary AI reproduces authentic conversation. "Only for massive enterprises" — smaller operations benefit equally. "Implementation is complex" — the right systems integrate with established CRM and deploy swiftly.
## Key Takeaways
Manual scaling proves impossible; automation becomes essential. Sustaining personalization at volume is the core obstacle. AI automation merges productivity with empathy. Mastering this equilibrium provides competitive advantage.
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## SMS Sales Automation: The Secret Weapon Every Sales Team Needs for Higher Conversions
URL: https://aktify.com/blog/sms-sales-automation-secret-weapon-higher-conversions · Published: 2025-09-23 · Category: SMS & Compliance
_Discover why SMS sales automation is the highest-converting outreach channel, with 98% open rates, tested sequences, and compliance best practices._
Your phone buzzes, and within seconds you're checking the message. That's the power of SMS. For sales teams, that simple notification can mean the difference between a closed deal and a lost opportunity.
While email often gets buried in crowded inboxes and phone calls go unanswered, text messages break through instantly. Customers see them, read them, and most importantly, respond to them.
## Why SMS Sales Automation Is So Effective
Almost everyone opens texts. SMS open rates hover around 98%, compared to about 20% for email. 9 out of 10 texts are read within three minutes. That's practically guaranteed visibility.
Faster conversations. The average SMS response time is 90 seconds. Compare that to email, where replies can take hours or never arrive at all.
Personal but scalable. With modern platforms, you can personalize messages with a lead's name, company, or specific interest, all while sending them at scale.
Customers don't mind. Surveys show consumers are open to receiving texts from brands and say it's their preferred way to get updates.
## The Compliance Side: Keeping It Legal
TCPA requires businesses to get written consent before sending promotional texts. Best practices: get clear opt-in, say what they're signing up for, offer a quick exit with "Reply STOP to opt out," respect local time zones, and keep it professional.
## SMS Sales Sequences That Actually Work
Fast Lead Follow-Up: Immediately after form fill, next day, and day 3 with value-add. Appointment Confirmations: right after booking, 24 hours before, and 1 hour before — reduces no-shows by 30-40%.
Re-Engagement for Cold Leads: gentle persistence plus social proof, with an opt-out option. Post-Call Follow-Up: send promised resources, check in next day, share relevant case study on day 3.
Deal-Closing Nudges: direct ask, training slot urgency, and respectful final message.
## Best Practices for SMS Sales Automation
Keep it short — under 160 characters works best. Sound human. Personalize at scale. Track everything in your CRM. Test and tweak send times, wording, and CTAs.
## The Future of SMS Sales Automation
AI-powered personalization adjusting messages based on behavior. Smart bots handling FAQs before routing to reps. Omnichannel sync with SMS working alongside email, LinkedIn, and phone.
Sales is about timing, trust, and connection. SMS sales automation hits all three.
---
## The Ultimate Guide to AI Sales Automation in 2025
URL: https://aktify.com/blog/ultimate-guide-ai-sales-automation-2025 · Published: 2025-09-15 · Category: AI & Automation
_While companies are still playing phone tag with leads, AI is having thousands of personalized sales conversations at the same time. This guide shows you exactly what's working, why it matters, and how to make it work for your team. No fluff. Just the facts and strategies you need._
The Ultimate Guide to AI Sales Automation in 2025
The Aktify Team
September 15, 2025
## Introduction: The Sales Revolution is Here
While companies are still playing phone tag with leads, AI is having thousands of personalized sales conversations at the same time.
We're in 2025 now. AI sales automation is no longer a future concept. It's happening right now. Companies using it are seeing results that seemed impossible just a few years ago.
This guide shows you exactly what's working, why it matters, and how to make it work for your team. No fluff. Just the facts and strategies you need.
## The Current State of Sales: Why Change is Critical
Leads go cold fast. Research shows leads become 21 times harder to reach if you don't contact them within five minutes. But most companies still take hours to respond. Sometimes days.[ ](https://www.leadangel.com/blog/operations/lead-response-time/)
Every missed lead costs money. The average company loses $1,200 for every sales opportunity that slips through the cracks. About 30% of leads disappear due to[ slow or forgotten follow-up](https://profit.co/blog/kpis-library/sales/missed-sales-opportunities/).
Your sales team is burned out. Nearly 90% of salespeople report burnout symptoms. The biggest reason? Repetitive busy work. Data entry. Manual follow-ups. Tasks that could be automated.
Customers expect instant responses. Not tomorrow. Not in an hour. Right now. If you can't deliver, they'll find someone who can.
Here's the thing. Your sales team didn't sign up to be data entry clerks. They want to sell. But they're spending most of their time on tasks that don't require human intelligence.
That's where AI comes in.
## What is AI Sales Automation?
Real AI sales automation isn't just fancy chatbots or auto-reply emails. It's much more powerful.
The key parts:
Smart language understanding. The AI actually understands what people are saying. It can have real conversations, not just spit out pre-written responses. This is called natural language processing, but the important part is that it works.
Continuous learning. The system gets better over time. Every conversation teaches it something new. It learns from what works and what doesn't.
Smart lead scoring. The AI determines which prospects are most likely to make a purchase. Your team focuses on the best opportunities instead of wasting time on dead ends.
What makes this different from old automation tools? Simple. This AI personalizes every single conversation. It adapts in real time. It connects with all your existing sales tools.
Old automation was like having a robotic receptionist. New AI automation is like having a skilled sales rep who never sleeps, never gets tired, and can talk to a thousand people at once.
## The Measurable Impact: ROI and Performance Data
Let's talk numbers. Real results from real companies.
Return on investment: Companies are seeing 10x returns or higher from AI sales automation. That's not hype. That's documented results from businesses tracking their numbers.
Lead response gets better: Companies see up to 50% more leads responding when they automate their initial outreach. Speed matters more than you think.
Time savings add up: Sales teams save 5 to 23 hours per week by eliminating manual tasks. That's time they can spend actually selling.
More deals close: Teams using AI automation see 25% to 50% higher conversion rates compared to manual processes.[ The data is clear](https://www.repordermanagement.com/blog/sales-automation-statistics/).
Industry leaders are seeing the most significant wins: B2B companies, insurance firms, and home service businesses report the fastest adoption and highest returns.[ They're setting the pace](https://martal.ca/ai-sales-automation-lb/).
The numbers don't lie. Companies using AI automation are pulling ahead. The gap is getting wider every month.
## Top Benefits of AI Sales Automation
Never miss a lead again. AI works 24/7. A lead comes in at 2 AM on Sunday? The AI starts the conversation immediately. No waiting for Monday morning. No leads going cold over the weekend.
Personal conversations at scale. Here's what's impressive. The AI can have thousands of different conversations happening at the same time. Each one is personalized based on the person's interests, their stage in the buying process, and their communication style.
Your team focuses on closing. No more spending hours on data entry. No more chasing unqualified leads. The AI handles the busy work. Your salespeople do what they do best - close deals. Teams report up to 2x higher job satisfaction when they can focus on selling instead of administrative tasks.
Better-qualified leads reach your team. The AI has intelligent conversations with prospects. It asks the right questions. It identifies the serious buyers. By the time a lead reaches your human team, they're warm and ready to talk business.
Bring dead leads back to life. Got a pile of old leads that went nowhere? AI can reach out to them with new offers, check if their situation has changed, and restart conversations that stalled months ago.
## Essential Features to Look for in AI Sales Automation Platforms
Must have features:
Real conversation ability. The AI needs to understand context and respond naturally. If it sounds like a robot, prospects will hang up or stop responding.
Connects with your existing tools. The AI should work with whatever CRM system you're already using. Salesforce, HubSpot, whatever you have. Data should flow back and forth automatically.
Communicate where people respond. Text messages have a staggering 98% open rate, compared to email, which is now in the low single digits. Sales outreach should be focused where people view and respond to your marketing messages.
Real-time reporting. You need to see what's working and what isn't. Good platforms show you response rates, conversion numbers, and ROI in easy-to-read dashboards.
Follows the rules. Compliance matters, especially for regulated industries. The AI needs to follow TCPA rules for texting, GDPR for data privacy, and any industry-specific requirements.
Advanced features that separate the best platforms:
Can transfer to live agents. When a prospect is ready to talk to a human, the AI should be able to connect them directly to your sales team. No delays, no friction.
Closes deals, not just books meetings. The most advanced AI systems can handle the entire sales process. They negotiate, answer objections, and even close simple transactions without human involvement.
Learns your business. The AI should understand your products, pricing, and typical customer questions. It builds a knowledge base specific to your company.
Pricing tied to results. The best vendors are confident enough in their results to offer performance-based pricing. You pay more when you sell more.
## Implementation Strategy: Your Step-by-Step Roadmap
Phase 1: Figure out what you have now (Weeks 1-2)
Look at your current sales process. How long does it take to respond to leads? How many leads never get followed up? What tasks are your salespeople doing that could be automated?
Set specific goals. Don't just say "we want to sell more." Say "we want to respond to leads within 5 minutes" or "we want to increase our conversion rate by 25%."
Phase 2: Pick the right platform (Weeks 3-4)
Not all AI platforms are the same. Make a list of what you need. Compare vendors based on results, not features. Ask for case studies from companies similar to yours.
Calculate potential ROI before you buy. If the platform costs $5,000 per month but helps you close 10 extra deals worth $2,000 each, that's a 4x return. The math should be obvious.
Phase 3: Get it running (Weeks 5-8)
Good platforms make this part easy. They connect to your CRM automatically. They help you set up conversation flows based on your business. They train the AI on your products and services.
Train your team on how the system works. Show them how to handle leads that come from the AI. Make sure everyone understands their new role in the process.
Phase 4: Make it better (Ongoing)
Monitor the results weekly. Which conversations are working best? Which leads are converting at higher rates? Double down on what works.
Adjust the AI's responses based on feedback from your sales team. If prospects are asking questions the AI can't answer, teach it those answers.
The implementation doesn't have to be complicated. Good vendors will handle most of the technical setup. Your job is to integrate it into your sales process and train your team.
## Overcoming Common Implementation Challenges
Challenge 1: Your team thinks AI will replace them
This happens a lot. Salespeople worry that AI will eliminate their jobs. That's not how it works. AI handles the busy work so humans can focus on relationship building and closing deals.
Be transparent about what the AI will do and what humans will do. Show them how their role becomes more valuable, not less valuable. Share success stories from other companies where sales teams became more successful after implementing AI.
Challenge 2: Integration problems
Some companies worry about connecting AI to their existing systems. Modern AI platforms solve this problem. They have built-in connections to major CRM systems. The setup is usually plug-and-play.
Challenge 3: Conversation quality concerns
Will the AI say the wrong thing? Will it sound robotic? Will it turn off prospects?
The best AI systems are trained on millions of successful sales conversations. They know what works and what doesn't. They sound natural because they learned from humans who are good at sales.
Start with a pilot program. Test the AI with a small group of leads first. Monitor the conversations and adjust as needed. Most companies are surprised by how well the AI performs right out of the box.
Challenge 4: Following regulations
This is especially important for insurance, financial services, and healthcare companies. You need to make sure the AI follows all applicable laws and regulations.
Choose vendors that understand compliance.[ They should handle TCPA and GDPR requirements automatically](https://www.articsledge.com/post/a-complete-guide-to-ai-sales-gdpr-ccpa-compliance). Don't cut corners on legal compliance to save money.
The key to overcoming these challenges is picking the right vendor and planning the implementation carefully. Most problems happen when companies rush the process or choose technology that isn't ready for enterprise use.
## Measuring Success: KPIs and Analytics
Primary metrics to track:
Response rates. How many leads respond to the AI's initial outreach? Good systems see 40-60% response rates compared to 10-20% for traditional methods.
Conversion rates by channel. Are text messages working better than emails? Are phone calls closing more deals? Track performance by communication method.
Cost per qualified lead. This tells you if the AI is actually saving money. Include the platform cost, but also factor in the time savings for your sales team.
Sales cycle length. How much faster are deals closing when AI handles the initial qualification? Many companies see 20-30% shorter sales cycles.
** **
Secondary metrics that matter:
Sales team productivity. Are your reps closing more deals per month? Are they spending more time on high-value activities?
Customer satisfaction. Are prospects happy with their experience? AI conversations should feel helpful, not pushy or robotic.
Revenue attribution. How much additional revenue can you trace directly to AI automation? This is your ROI calculation.
Good vendors will have dashboards that show these numbers in real time. Weekly reviews work better than monthly reviews for spotting problems and opportunities quickly.
The most important metric is revenue growth. Everything else is just a way to understand what's driving that growth.
## The Future of AI Sales Automation
More powerful AI conversations. Currently, many AI solutions have basic sales conversations but don’t get deep into the brand’s products and services. Providers with more sales conversations have more data to train AI agents to have deeper conversations and respond in a more human-like manner.
Deeper integration with sales tools. AI will connect with more parts of your sales stack. Proposal generation, contract management, and pricing optimization. The AI will handle more of the sales process end-to-end.
Industry-specific AI. We'll see AI systems built specifically for different industries. Medical device sales AI that understands healthcare regulations. Real estate AI that knows local market conditions. Software sales AI that can demo products.
The trend is clear. AI will handle more of the sales process over time. But human salespeople will still be essential for complex deals, relationship building, and strategic decisions.
Companies that start with AI automation now will be ahead of the curve when these new capabilities become available.
## How Aktify Delivers These Results
Everything we've talked about in this guide? We've been doing it for over seven years.
While other companies were still figuring out basic chatbots, we were building real AI that could have actual sales conversations. We've processed millions of sales interactions. That's more conversation data than almost anyone else in the world.
What makes us different:
We focus on results, not features. We offer performance-based pricing for our advanced solution. We make money when you make money. That's confidence in our technology.
Two solutions for different needs. Nurture AI handles lead qualification, live phone transfers, and appointment setting. It keeps prospects warm until they're ready to talk to your team. Closer AI goes further. It can handle the entire sales process through text messages. From first contact to signed contract.
We work 24/7. A lead comes in at midnight? We can start the conversation immediately. No delays. No lost opportunities because it's after business hours.
Real conversations through text. Most people prefer texting over phone calls for initial contact. We meet prospects where they want to communicate. The conversations feel natural because our AI learned from millions of successful sales interactions.
Seamless handoffs to your team. When a prospect is ready to talk to a human, we can transfer them directly to your sales team. Live call transfers during business hours. No friction for the prospect.
Built for compliance. We follow TCPA rules, industry regulations, and data privacy requirements. We handle the legal complexity so you don't have to worry about it.
Proven track record with major companies:
A Fortune 200 insurance company used us to handle their lead pipeline. Result: over 20,000 qualified conversations transferred to their agents in one year. Our AI handled compliance, qualified prospects properly, and only passed along people ready to buy.
A multi-billion-dollar home security company deployed us to engage prospects who requested information online. Our AI answered questions, overcame objections, and scheduled installation appointments. They generated over 24,000 warm inbound calls in twelve months.
Industries where we excel:
Home services and security. Perfect for companies dealing with high lead volumes and comparison shopping situations.
Insurance and financial services. We handle regulated conversations while maintaining compliance requirements.
Any high-volume lead business. Automotive, telecom, real estate. If you generate hundreds or thousands of leads per month, we can help you convert more of them.
The technology behind the results:
Our AI understands context and intent. It doesn't just match keywords. It actually comprehends what prospects are saying and responds appropriately. This comes from training on millions of real sales conversations.
The system learns continuously. Every interaction makes it smarter. But here's the key part: improvements benefit all clients. When our AI learns to handle a new objection better, that knowledge gets shared across the platform.
What clients say:
"Reps can simply sell." That's from a major smart home security company. Their sales team focuses on closing deals instead of chasing unqualified leads.
"Can we trust a sales rep? Not all the time. Can we trust Aktify? All day long." This gets to the core benefit. We're consistent. We never have a bad day. We never forget to follow up. We treat every prospect with the same level of professionalism.
“The software exceeds expectations, and the leadership team’s dedication to understanding our needs is commendable.” Aktify truly cares and treats our clients as true partners. We are dedicated to a superior product but also a superior experience overall.
Why companies choose us:
Speed matters in sales. We respond to every lead within minutes, not hours or days. That speed advantage alone drives significant conversion improvements.
Scale is crucial for growing businesses. We can handle thousands of simultaneous conversations. Your human team can focus on the prospects most likely to buy.
Results are measurable. Our clients report 10x ROI or higher, not because of fancy features, but because we actually convert more leads into sales.
Ready to see how it works?
The best way to understand our impact is to see us in action with your actual leads. Most companies are surprised by how natural the conversations feel and how quickly they see results.
**
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## Getting Started: Your Next Steps
This week:
Calculate your current lead response time. Log into your CRM and check how long it takes between when a lead comes in and when someone from your team makes contact. If it's more than an hour, you're losing deals.
Figure out your cost per missed opportunity. How many leads come in each month? How many never get followed up on? What's the average value of a closed deal? Multiply missed leads by average deal value to see how much money is walking out the door.
Next 30 days:
Research AI sales automation vendors. Don't just look at features. Ask for case studies from companies in your industry. Find out what kind of results they're seeing.
Build support inside your company. Talk to your sales team about their biggest frustrations. Most will say they spend too much time on busywork and not enough time selling. AI automation solves this problem.
Calculate potential ROI using realistic assumptions. If the AI helps you respond to leads faster and convert 25% more prospects, what would that be worth? Compare that to the cost of the platform.
90-day implementation plan:
Days 1-30: Choose your vendor and plan the implementation. Define success metrics. Set up tracking systems.
Days 31-60: Deploy the AI system. Train the AI on your products and services. Start with a pilot program using a portion of your leads.
Days 61-90: Expand to full deployment based on pilot results. Train your sales team on the new process. Monitor results weekly and adjust as needed.
The key is to start small and scale based on results. Don't try to automate everything at once. Pick one part of your sales process and prove the concept before expanding.
Most companies see positive results within 30 days of proper implementation. The technology is mature enough that you don't need to wait or worry about being an early adopter.
## Conclusion: The Competitive Advantage is Clear
The evidence is overwhelming. AI sales automation delivers measurable ROI, happier sales teams, and better customer experiences.
Companies using AI automation are responding to leads faster, converting more prospects, and growing revenue at rates their competitors can't match. The gap is getting wider every month.
The most significant risk isn't implementing AI sales automation poorly. It's not implementing it at all while your competitors pull ahead.
Your sales team didn't sign up to be data entry clerks or lead chasers. They want to sell. AI automation enables them to focus on what they do best, handling repetitive tasks automatically.
The technology is proven. The results are documented. The vendors are experienced. Everything you need to succeed is available right now.
The question isn't whether AI sales automation works. The question is whether you'll implement it before your competitors do.
The companies winning in 2025 are the ones bold enough to automate the busy work and focus their human talent where it creates the most value. Will you be one of them?
---
## Compliant AI Guide: Maintaining Brand Voice & Compliance in Automated Customer Conversations
URL: https://aktify.com/blog/compliant-ai-brand-voice-customer-conversations · Published: 2025-09-08 · Category: SMS & Compliance
_How to maintain brand voice and TCPA/FTC compliance in AI-powered customer conversations. Includes 2024 regulatory updates and real-world case studies._
Only 33 percent of consumers trust generative AI. At the same time, 77 percent say AI helps them make faster decisions. Customers want AI to help them, but they do not fully trust it.
For businesses, this creates a challenge. AI can make customer conversations better and faster, but it also carries serious risks. Breaking the rules can lead to fines of $1,500 per TCPA violation and $10,000 per A2P 10DLC violation.
## The Rules Changed in 2024
TCPA Now Covers AI: In February 2024, the FCC ruled that AI calls and texts fall under TCPA. You need written permission before contacting someone with AI, must identify who is calling and why, let people opt out during calls, and keep detailed records.
Text Message Rules Got Stricter: A2P 10DLC rules require business registration with carriers, campaign registration with proof of consent, and trust scoring that affects deliverability. Fines up to $10,000 per violation.
The FTC's Five Rules for AI Chatbots: Don't lie about what AI can do. Don't use AI to mislead. Don't make false claims. Don't skip human oversight. Don't take advantage of AI-built relationships.
Industry-Specific Requirements: Financial services need human oversight and complete documentation. Healthcare must follow HIPAA. Insurance faces both state and federal requirements.
## Maintaining Brand Voice in AI Conversations
Companies with consistent branding see 23 percent more revenue. But most AI chatbots sound robotic or drift from brand guidelines over time.
The solution: study the brand in detail through sales calls and marketing materials, train AI on industry terms and objection handling, and check quality constantly by scoring conversations against brand guidelines.
## Building the Right System
You need consent management tracking permissions across all channels, real-time quality control monitoring conversations, compliance automation handling routine updates, and human oversight with clear escalation procedures.
## Real-World Success Stories
Cambridge Credit Counseling met FINRA requirements while scaling outreach. A home security company achieved 24,490 warm calls in one year with full compliance. A Fortune 200 insurance client generated 20,440 warm call transfers with zero violations.
## Preparing for the Future
Expect stricter oversight for high-risk AI, new privacy requirements, mandatory transparency standards, and greater international coordination. Companies should build flexible compliance frameworks, form cross-functional AI teams, and track regulatory changes.
---
## From Lead Nurturing to Brand Experience: How AI Conversations Are Evolving
URL: https://aktify.com/blog/ai-sales-conversations-brand-experience · Published: 2025-08-11 · Category: Lead Generation
_The most successful AI implementations today go far beyond efficient lead qualification. After seven years of facilitating millions of sales conversations, we've learned that leading companies are evolving toward something more powerful: AI that creates genuine brand experiences while maintaining strong conversion rates._
From Lead Nurturing to Brand Experience
## How AI Conversations Are Evolving
The Aktify Team
August 11, 2025
The most successful AI implementations today go far beyond efficient lead qualification. After seven years of facilitating millions of sales conversations, we've learned that leading companies are evolving toward something more powerful: AI that creates genuine brand experiences while maintaining strong conversion rates.
At Aktify, we're seeing innovative companies in trust-heavy industries like insurance and home security enhance their existing AI capabilities to help prospects feel understood, not just efficiently processed. This evolution has become essential for building lasting customer relationships in competitive markets.
## The Evolution from Good to Great AI Engagement
Traditional AI nurturing excels at moving prospects through your sales funnel.[ It qualifies leads, books appointments, and converts at impressive rates.](https://aktify.com/nurture-ai) This foundation remains crucial for business success.
However,[ research shows](https://academic.oup.com/jcr/article/50/4/742/7067749) that the most effective AI implementations layer authentic engagement on top of this efficiency. The companies achieving the highest customer lifetime value have enhanced their conversion-focused AI with relationship-building capabilities.
Here's how this evolution typically unfolds: A prospect shows interest in home security. Instead of immediately moving to scheduling, enhanced AI first acknowledges their specific concerns, shares relevant insights from similar situations, and then naturally transitions to the next steps when the prospect is ready.
The result? You maintain strong conversion rates while building the foundation for customer lifetime value, loyalty, and referrals.
This is why we developed[ both Nurture AI and Closer AI](https://aktify.com/ai-solutions) at Aktify. While Nurture AI handles traditional lead qualification brilliantly, we recognized that different moments in the customer journey benefit from enhanced approaches that go beyond basic efficiency.
## What Enhanced Brand Experience AI Looks Like
Advanced AI systems work by layering authentic engagement onto proven conversion frameworks. Instead of choosing between efficiency and experience, they seamlessly blend both approaches based on customer signals.
The enhancement starts with sophisticated conversation design. Advanced AI uses what researchers call "conversational properties"—[natural turn-taking, grounding, and turn initiation](https://academic.oup.com/jcr/article/50/4/742/7067749). It doesn't just respond to customer questions; it can initiate relevant topics, acknowledge what customers share, and engage in conversations that feel genuinely human while maintaining clear business objectives.
Picture this enhanced approach: Your AI sends a home security prospect a text about scheduling a consultation. When they express hesitation, the AI asks about their biggest safety concerns. Then it naturally returns to scheduling, but now with a prospect who feels understood and sees clear value.
This approach[ builds brand intimacy and trust](https://www.mcorpcx.com/resource-center/articles/ai-customer-experience/) while maintaining strong conversion metrics. Our Fortune 200 insurance client enhanced their qualification process to help prospects understand and trust its coverage options.[ The result was 20,440 warm call transfers in one year,](https://aktify.com/case-study-fortune-200-insurance-company) with prospects who felt informed and confident rather than rushed through a process.
## Reading the Signals: When to Enhance vs. When to Convert
Sophisticated AI recognizes when customers want to explore your brand value versus when they're ready to move forward immediately. After analyzing millions of conversations, we've identified clear patterns that guide this balance.
Experience enhancement signals include:
- Engaging with educational content
- Asking "what if" questions
- Expressing concerns or hesitation
- Exploratory behavior
Direct conversion signals include:
- Questions about pricing and payment methods
- Timeline inquiries
- Specific feature requests
- Direct requests for next steps
The key is training your AI to recognize these signals and respond with the appropriate level of relationship-building versus efficiency focus. Miss the nuance, and you'll either overwhelm prospects with unnecessary information or rush past opportunities to build lasting connections.
This intelligence is built into Aktify's platform through our collective conversational intelligence. Every interaction across our client base teaches the system to better recognize these crucial moments, benefiting all clients through improved accuracy and response quality.
## Where Enhanced AI Makes the Biggest Impact
Not every touchpoint needs relationship-building enhancements—efficient nurturing remains crucial for clear conversion moments. But specific interactions benefit significantly from the enhanced approach:
Initial engagement is where enhanced AI creates lasting impressions. Instead of immediately pushing toward scheduling, sophisticated AI can gauge prospect readiness and provide value-building interactions when needed.
Objection handling is another area where enhancement shines. Rather than standard responses, AI can acknowledge concerns authentically and share relevant experiences that build confidence.
For high-consideration purchases like insurance, enhanced AI works throughout the entire journey. These customers benefit from building trust over time, alongside receiving efficient service when they're ready to move forward.
## The ROI of Enhanced AI Engagement
Enhanced AI requires more sophisticated conversation design and training than basic nurturing systems. You need better dialogue management, more nuanced training data, and[ systems that maintain brand consistency](https://aktify.com/how-aktify-works) across all interaction types.
The returns justify this investment through improved long-term customer value. Studies show that enhanced AI drives higher customer lifetime value through increased satisfaction, loyalty, and advocacy. While efficient nurturing AI delivers conversion wins, relationship-enhanced AI builds the connections that generate sustainable growth and referrals.
The timeline benefits matter too. Basic nurturing AI shows results in weeks or months. Enhanced AI demonstrates improvements in both immediate conversion metrics and long-term loyalty indicators, creating competitive advantages that compound over time.
## Avoiding Enhancement Pitfalls
There's an essential balance between helpful engagement and unnecessary complexity. AI becomes counterproductive when it introduces relationship-building elements that customers don't want or that hinder ready-to-buy prospects.
[Strategic analytics](https://aktify.com/ai-solutions) help identify when customers prefer efficiency versus when they benefit from enhanced engagement. Smart AI systems recognize buying signals and can accelerate appropriately, while also identifying moments where additional value-building serves the relationship.
The goal is to enhance customer interactions without creating friction.[ AI can identify optimal moments](https://coolerinsights.com/2025/04/can-ai-help-improve-brands-micro-moment-marketing/) by analyzing behavioral data for signs of hesitation, curiosity, or readiness to proceed.
## The Competitive Advantage of Enhanced AI
Enhanced AI creates competitive advantages that pure efficiency alone cannot match. When customers feel genuinely understood and valued by your AI while still receiving efficient service, they develop loyalty that's difficult for competitors to replicate.
Customers increasingly choose brands that understand their needs and offer personalized experiences without sacrificing convenience. In competitive markets like insurance and home security, this combination of efficiency and emotional connection becomes your differentiator.
This is precisely what we observe with our enterprise clients using Aktify. Companies don't just see higher conversion rates—they see improved customer satisfaction scores and increased referral rates. The AI becomes an authentic extension of their brand, not just an efficient sales tool.
## Implementing Enhanced AI Capabilities
Evolving from efficient to enhanced AI doesn't mean replacing what works—it means strategically adding relationship-building capabilities where they create the most value. Begin by identifying key moments in your customer journey where additional trust-building would improve outcomes.
Test enhanced approaches alongside your existing nurturing sequences to measure the impact on both immediate and long-term metrics.
At Aktify, our team analyzes your current sales process to identify opportunities for both efficiency optimization and relationship enhancement. We then deploy the right AI approach for each touchpoint. Whether you need Nurture AI for quick qualification or Closer AI for complete sales cycle management, the goal is matching the technology sophistication to the customer moment.
[Train your AI to represent your brand's personality](https://www.llchamber.com/unleashing-your-brand-s-personality-in-the-age-of-ai) consistently across all touchpoints. Use conversation data to enhance the efficiency and authenticity of your interactions continuously.
The companies that master this balance—automation with personalization, efficiency with empathy—will own customer relationships in the AI era.
## The Bottom Line
AI-powered customer engagement continues evolving rapidly. The question isn't whether to use AI, but how to use it in ways that build lasting value alongside immediate results. Efficient lead nurturing will always be crucial for clear conversion moments. The opportunity lies in enhancing these capabilities with AI that helps customers experience your brand authentically.
The businesses leading this evolution see AI not just as a sales tool, but as a way to scale the human touch that builds both trust and results. In high-consideration industries, especially, this enhanced approach is becoming the standard for winning.
At Aktify, we've spent seven years perfecting this balance between automation and authenticity. Our clients demonstrate that sophisticated AI drives strong conversions while fostering meaningful relationships. In an AI-driven marketplace, these enhanced capabilities create lasting competitive advantages.
Ready to explore how enhanced conversational AI can improve both your sales efficiency and brand experience?[ Learn more about Aktify's solutions](https://aktify.zohobookings.com/#/aktify-demo) or see how companies like yours are transforming customer engagement with proven results.
---
## Agentic AI in Lead Engagement
URL: https://aktify.com/blog/agentic-ai-lead-engagement · Published: 2025-06-10 · Category: Industry Insights
_Sales reps waste nearly half their time leaving voicemails and sending follow-up emails instead of closing deals. According to Salesforce research, top-performing sales teams address this challenge by turning to AI and automation at over twice the rate of underperforming teams. It's a practical solution to a frustrating problem directly impacting your bottom line._
Agentic AI in Lead Engagement
## Beyond Chatbots to Real Sales Conversations
The Aktify Team
June 9, 2025
## Introduction
Sales reps waste nearly half their time leaving voicemails and sending follow-up emails instead of closing deals. According to Salesforce research, top-performing sales teams address this challenge by turning to AI and automation at over twice the rate of underperforming teams. It's a practical solution to a frustrating problem directly impacting your bottom line.
The first wave of AI chatbots promised to fix this problem but fell short. These rudimentary systems could only handle simple questions with pre-written answers based on keyword matching. Any conversation with nuance or unexpected turns would quickly expose their limitations, leading to customer frustration and abandoned interactions.
Today's agentic AI represents a fundamental shift in approach. As[ UiPath explains](https://www.uipath.com/ai/agentic-ai), unlike traditional AI that merely responds to prompts, agentic AI "is action-oriented, going beyond content creation to empower autonomous systems capable of independent decision making and actions." These systems take initiative, learn from every interaction, and work toward specific goals without constant human supervision. This transition from reactive to proactive technology improves how companies engage with potential customers at every stage of the sales funnel.
## What Sets Agentic AI Apart
Not all AI is created equal. Most "AI assistants" marketed to sales teams are just fancy automation tools with limited intelligence—they follow rigid rules and require constant human oversight to be effective.
True agentic AI works differently. According to[ Salesforce](https://www.salesforce.com/agentforce/what-is-agentic-ai/), it combines three key elements:
1. Independence (Autonomy): It "can perform tasks on its own, without human oversight or direction." This means initiating conversations, responding to questions, and making decisions without waiting for human approval.
1. Learning (Adaptability): It "can learn from their interactions, receive feedback, and change their decisions based on what they've learned." Every conversation makes the system smarter and more effective.
1. Goal focus (Goal orientation): It "can take specific tasks and reason about how to achieve them." The AI understands objectives like qualifying leads or booking meetings and can adjust its approach to achieve these outcomes.
As[ IBM explains](https://www.ibm.com/think/topics/agentic-ai-vs-generative-ai), agentic AI "brings together the flexible characteristics of large language models with the accuracy of traditional programming." While generative AI focuses on creating content, agentic AI focuses on taking meaningful action. This distinction is crucial for sales applications, where the goal isn't just to communicate and move prospects through the sales funnel.
## The Evolution of Sales AI
The journey to today's agentic AI unfolded in three distinct phases, each representing a significant leap in capability:
First wave: Rule-based chatbots (2010s)
These early systems operated on simple if-then logic with decision trees determining responses. They could follow pre-set conversation paths, but broke down as soon as customers ventured off-script. Their rigid nature meant they could handle only the most predictable interactions. [NVIDIA notes that](https://blogs.nvidia.com/blog/what-is-agentic-ai/) "AI chatbots use generative AI to respond based on a single interaction. A person makes a query, and the chatbot uses natural language processing to reply." These systems were essentially digital FAQ pages—not true conversation partners.
Second wave: AI-assisted tools (2018-2022)
These more sophisticated systems incorporated machine learning to suggest responses and analyze customer data. They could identify patterns and offer more personalized interactions but still require humans to approve decisions and take action. This phase saw AI become a helpful assistant rather than an autonomous agent. These tools served primarily to augment human capabilities rather than operate independently.
Third wave: Autonomous AI agents (2023-present)
Today's agentic systems can handle entire processes independently. They initiate conversations, respond naturally to questions, and make decisions about next steps without constant supervision. As described by[ NVIDIA](https://blogs.nvidia.com/blog/what-is-agentic-ai/), modern AI "uses sophisticated reasoning and iterative planning to autonomously solve complex, multi-step problems." Rather than just assisting humans, these systems can take on entire functions, much like a human sales development rep, but with the ability to scale infinitely and work 24/7.
## How Agentic AI Transforms Lead Engagement
Modern agentic AI changes lead engagement in four crucial ways that directly impact sales effectiveness:
It never drops the ball.
Unlike human reps who juggle multiple priorities and inevitably let some leads slip through the cracks, agentic AI maintains perfect follow-up discipline. It texts within seconds of receiving a new lead, addressing the critical speed-to-lead factor that[ research shows](https://hbr.org/2011/03/the-short-life-of-online-sales-leads) can increase conversion rates by 7x when contact occurs within the first hour. The system then maintains persistent, appropriate contact until leads respond or explicitly opt out. No lead ages without attention, creating a comprehensive safety net for your sales pipeline.
It remembers everything.
The system maintains detailed contextual memory, tracking every interaction across channels and using that information to personalize future conversations. This eliminates the frustrating customer experience of repeating information they've already shared. As[ IBM describes](https://www.ibm.com/think/topics/ai-agents), AI agents use "advanced techniques such as machine learning, NLP, and knowledge representation that help agents learn, communicate, and reason effectively." This comprehensive memory creates continuity that builds trust and advances relationships.
It adjusts on the fly.
When a prospect asks an unexpected question or raises a concern, agentic AI can pivot its approach rather than sticking to a rigid script. The system processes information in real-time and can formulate relevant responses based on training and objectives. This adaptability creates natural conversations that feel responsive rather than programmed. As[ Aisera explains](https://aisera.com/blog/agentic-ai/), agentic AI is "capable of adjusting its actions autonomously to achieve specific goals, dynamically responding to changing conditions."
It knows its limits.
Well-designed agentic systems recognize when a human should take over, such as when a lead is ready to purchase, has a complex situation that requires expert judgment, or expresses frustration. This intelligent handoff ensures prospects receive appropriate attention at critical moments, combining AI efficiency with human expertise and empathy when it matters most.
## Real Results from Lead Engagement AI
The broader industry has documented significant results from implementing agentic AI for lead engagement:
- Companies using AI-powered lead engagement report[ conversion rate improvements of 25%](https://convin.ai/blog/ai-voice-sales-agent) by deploying AI for initial contact and qualification.
- Sales teams see substantial time savings, with[ autonomous agents handling repetitive tasks](https://tldv.io/blog/agentic-ai-for-sales-enablement/) previously consuming hours of rep time each week.
- Previously untouched leads are being re-engaged at meaningful rates, recovering value that would otherwise be lost.
In many implementations, the most significant benefit is allowing sales professionals to focus their expertise where it matters most. One industry report notes that the real value emerges when "reps spend their time talking to people who want to buy, not chasing unqualified prospects."
Aktify stands out in the industry with its impressive 92% correct response rate for AI interactions. This benchmark demonstrates the platform's exceptional accuracy in understanding and addressing prospect inquiries. Beyond just responding correctly, Aktify's system excels at meaningful lead qualification, seamlessly transferring engaged prospects to sales representatives at precisely the right moment. This creates a smooth transition from AI-driven conversation to human relationship-building, allowing sales teams to focus exclusively on prospects who have demonstrated genuine interest and are adequately prepared for meaningful sales conversations.
## The Technology Behind Autonomous Conversations
Creating AI that can hold natural, productive sales conversations requires sophisticated technology working in concert:
Natural language processing and understanding
Modern NLP and NLU capabilities allow the AI to comprehend what prospects are asking, even when they use slang, industry jargon, or incomplete thoughts. As[ UiPath explains](https://www.uipath.com/ai/agentic-ai), developments in language models have "enabled agentic AI to reason and make decisions based on the information they process. Analyzing vast amounts of data and identifying patterns allows these AI agents to generate insights, make predictions, and take actions that align with their pre-defined objectives."
Contextual memory systems
Beyond simply storing conversation history, advanced AI maintains relationships between pieces of information. It connects product interests with objections raised, tracks engagement patterns across channels, and builds a comprehensive understanding of each prospect's journey. This creates continuity that mimics human relationship building, but at scale.
Decision frameworks
The AI uses sophisticated decision trees that guide its choices based on business goals, conversation flow, and prospect signals. These frameworks aren't rigid rules but adaptive guidelines that help determine appropriate next steps. According to[ NVIDIA](https://blogs.nvidia.com/blog/what-is-agentic-ai/), modern AI follows a four-part cycle: "Perceive" (gather data), "Reason" (understand tasks and generate solutions), "Act" (execute based on plans), and "Learn" (improve through feedback).
Brand alignment safeguards
The AI incorporates guardrails that maintain appropriate communication styles to ensure consistency with the company's voice and values. These parameters ensure that the system represents your company professionally while allowing for natural conversation. This balance combines the flexibility of AI with the consistent messaging essential for brand integrity.
## Putting Agentic AI to Work in Your Sales Process
Implementing agentic AI for lead engagement can be approached methodically, starting with specific high-value applications:
Begin with clear use cases.
Most companies find success by first implementing AI for specific scenarios where it can provide immediate value. Typical starting points include:
- New lead outreach and qualification: Engaging fresh leads immediately with personalized messages
- Follow-up sequences: Maintaining contact with prospects who haven't yet made a decision
- Re-engagement campaigns: Revitalizing stale leads that might still have potential
Starting with these focused applications allows you to measure impact clearly and refine your approach before expanding.
Connect your existing systems.
For maximum effectiveness, agentic AI should integrate seamlessly with your CRM, marketing platforms, and other business systems. This integration creates a unified workflow where information flows automatically between systems.[ Salesforce notes](https://www.salesforce.com/agentforce/what-is-agentic-ai/) that a comprehensive "platform allows multiple agents to operate simultaneously across different servers to enhance the system's overall efficiency and reliability."
The best implementations create bidirectional data flows, with the AI accessing relevant context from your systems and updating records automatically as leads progress. This eliminates manual data entry and ensures all team members have current information.
Set realistic expectations.
While you'll see results quickly, allow about 90 days for the system to fully adapt to your business context and optimize its performance. During this period, the AI learns from interactions, refines its understanding of your products or services, and increasingly aligns with your sales methodology.
## What's Next for Agentic Sales AI
The technology continues to advance rapidly, with several developments on the horizon that will further transform lead engagement:
More advanced negotiation capabilities.
Future iterations will handle increasingly complex aspects of the sales process. AI is starting to be able to handle full-cycle sales conversations. Beyond lead qualification, AI can negotiate terms, answer complex objections, and close some deals autonomously. This progression will allow AI to manage even more of the sales process while still escalating complex situations to human representatives.
Deeper integration across departments.
Next-generation systems will coordinate automatically between marketing, sales, and customer service. According to[ revsure.ai](https://www.revsure.ai/blog/why-agentic-ai-is-the-missing-link-between-marketing-and-sales-alignment), agentic AI can bridge departmental gaps by taking intelligent actions like knowing "when a deal is stalling and nudges marketing to re-engage the account" or seeing "a qualified lead getting overlooked and routes it directly to the right rep." This cross-functional coordination eliminates silos and creates seamless customer experiences.
Enhanced emotional intelligence.
AI will continue to improve at reading signals about a prospect's priorities, concerns, and emotional state. This capability will enable more nuanced conversations and better recognition of when human intervention would be beneficial.
Teams that adapt to working alongside AI will gain a significant edge. This doesn't mean replacing salespeople—it means transforming their roles to focus on the high-value human elements of selling while AI handles repetitive tasks. This evolution creates a more satisfying work experience for sales professionals while delivering better results for the business.
## Conclusion
The choice is clear: stick with outdated tools that waste your team's time, or embrace autonomous AI that transforms how you engage leads.
Today's agentic AI isn't just marginally better than old-school chatbots—it's an entirely different approach that acts more like a tireless, always-on sales assistant than a simple automated tool. By handling repetitive outreach tasks, maintaining perfect follow-up discipline, and qualifying leads intelligently, these systems free your sales team to focus on what humans do best: building relationships and closing deals.
[UiPath observes that](https://www.uipath.com/ai/agentic-ai) this transformation represents "a key characteristic of agentic AI, differentiating it from traditional automation technologies." Companies that recognize and act on this shift gain a significant competitive advantage in efficiency and effectiveness.
Ready to see what agentic AI can do for your lead engagement?[ Schedule a demo](https://aktify.zohobookings.com/#/aktify-demo) to learn how Aktify can help your sales team focus on closing while our AI handles the rest.
Sources:
UiPath.[ "What is Agentic AI?"
](https://www.uipath.com/ai/agentic-ai) IBM.[ "Agentic AI vs. Generative AI."
](https://www.ibm.com/think/topics/agentic-ai-vs-generative-ai) NVIDIA.[ "What Is Agentic AI?"
](https://blogs.nvidia.com/blog/what-is-agentic-ai/) Aisera.[ "What is Agentic AI? Definition, Examples and Trends in 2025."
](https://aisera.com/blog/agentic-ai/) Salesforce.[ "What is Agentic AI?"
](https://www.salesforce.com/agentforce/what-is-agentic-ai/) Convin.[ "What AI Voice Sales Agents Can Do for You?"
](https://convin.ai/blog/ai-voice-sales-agent) RevSure.[ "Why Agentic AI Is the Missing Link Between Marketing and Sales Alignment."
](https://www.revsure.ai/blog/why-agentic-ai-is-the-missing-link-between-marketing-and-sales-alignment) Harvard Business Review.[ "The Short Life of Online Sales Leads."
](https://hbr.org/2011/03/the-short-life-of-online-sales-leads) IBM.[ "What Are AI Agents?"](https://www.ibm.com/think/topics/ai-agents)
---
## Aktify Nurture AI vs. Closer AI: Understanding the Key Differences
URL: https://aktify.com/blog/nurture-ai-vs-closer-ai-differences · Published: 2025-03-31 · Category: Lead Generation
_Have you ever lost a hot lead because you couldn't respond fast enough? It happens all the time in sales. A prospect reaches out after hours with serious buying intent, gets radio silence, and has already signed with your competitor by morning. This frustrating scenario costs businesses millions in lost revenue each year._
Aktify Nurture AI vs. Closer AI:
## Understanding the Key Differences
The Aktify Team
April 1, 2024
Have you ever lost a hot lead because you couldn't respond fast enough? It happens all the time in sales. A prospect reaches out after hours with serious buying intent, gets radio silence, and has already signed with your competitor by morning. This frustrating scenario costs businesses millions in lost revenue each year.
We built Aktify to solve this problem. But along the way, we discovered something surprising: businesses don't just need one type of AI solution—they need two distinct AI approaches working in tandem—one that nurtures early-stage leads and another that closes deals without human involvement. The difference between these approaches isn't just academic—it directly impacts your conversion rates, cost-per-acquisition, and bottom line.
## How AI Fits Into Sales Today
The sales funnel hasn't changed much over time—you still need to attract, engage, nurture, and close. But customer expectations have entirely transformed. Research from[ Lead Response Management](https://www.leadresponsemanagement.org/lrm_study/) shows that if you don't respond within five minutes, your chances of qualifying a lead drop by 80%. Five minutes! [Vendasta says](https://www.vendasta.com/blog/lead-response-time/) most companies take over 5 days to respond to new leads.
This is where AI changes the game. But not all AI is the same.
Most companies try to use one AI solution for their entire sales process. That's like using a hammer for every home repair job. It works sometimes but often creates more problems than it solves.
We've found that early-stage leads need different handling methods than qualified prospects ready to buy. Early leads need education and nurturing—answering basic questions, building trust, and keeping them engaged. Late-stage prospects need something else entirely—product configuration, pricing discussions, payment processing, and scheduling.
Each stage requires different capabilities, conversation styles, and AI agent customization.
** **
Nurture AI: Handling Leads When You Can't
Picture this scenario: A prospect visits your website at 9:30 PM, browses your pricing page, and submits a contact form asking about your enterprise plan. Without AI, that inquiry sits untouched in someone's inbox until the next business day. Research from[ Forbes](https://www.forbes.com/sites/forbestechcouncil/2022/05/05/why-immediate-lead-response-matters/) shows that only 27% of leads ever get contacted, and by the time your sales rep reaches out, the prospect has likely already scheduled demos with three of your competitors.
### How Nurture AI Works: The Step-by-Step Process
Nurture AI transforms this scenario through a sophisticated yet straightforward process:
1. Immediate Engagement: When a lead comes in through your website, form, or marketing channel, Nurture AI automatically initiates contact through SMS. This happens 24/7, regardless of when the inquiry arrives.
1. Natural Conversation: Using advanced natural language processing, Nurture AI engages in human-like text conversations that don't feel robotic. It understands context, handles objections, and responds appropriately to various inquiries.
1. Interest Gauging: The AI continuously assesses the prospect's level of interest based on response patterns, questions asked, and engagement level, scoring leads based on your criteria.
1. Education and Nurturing: For leads not yet ready to buy, Nurture AI provides relevant information, answers questions, and keeps them engaged without being pushy—building trust over time.
1. Seamless Handoff: When a lead indicates they're ready to speak with sales, Nurture AI schedules a call and transfers the complete conversation context to your team—making the handoff warm and informative.
1. Aktify Campaign Tool or CRM Integration: You can track your campaigns on Aktify’s Campaign Tool where you can view all conversations, listen to calls, and view campaign metrics and reports. Alternatively, we can build an integration into your CRM to push data to your own systems.
The client's sales manager noted: "Before Nurture AI, we were essentially closed for business after 5 PM. Now we're engaging prospects 24/7, and our reps start each day with qualified meetings already on their calendars."
According to[ LeadAngel](https://www.leadangel.com/blog/operations/speed-to-lead-statistics/), 78% of buyers purchase from the first company that responds to their inquiry. Nurture AI ensures that the company is always you.
### Best Use Cases for Nurture AI
Nurture AI works particularly well for businesses that:
- Have complex sales cycles requiring human expertise to close
- Receive leads across multiple time zones or outside business hours
- Need to pre-qualify prospects before investing valuable sales time
- Want to maintain engagement with leads that aren't sales-ready
- Have sales teams overwhelmed by low-quality or unqualified leads
By handling initial engagement and qualification, Nurture AI frees your human sales team to focus on what they do best: building relationships and closing deals with qualified prospects.
** **
## Closer AI: Selling Without Humans
Closer AI represents the next evolution in sales automation—it doesn't just nurture leads, it converts them into customers without human intervention. Think of Closer AI as your best sales rep who works 24/7, never takes a vacation, and consistently follows your sales playbook to perfection.
### How Closer AI Works: The Complete Sales Process
Closer AI manages the entire sales journey through a sophisticated sequence:
1. Initial Needs Assessment: When a qualified lead engages, Closer AI initiates a detailed conversation to understand their requirements, pain points, budget constraints, and timeline—just like your best sales rep would.
1. Lead Qualification: During these conversations, Closer AI gathers critical information about the prospect's needs, budget, timeline, and decision-making authority—all the qualifying data your sales team would normally collect.
1. Custom Solution Design: Closer AI configures real-time personalized solutions based on the gathered information. For example, a home security company designs complete systems or offers up pre-designed bundles based on the customer's home layout and security concerns.
1. Detailed Explanation and Education: The AI explains features, benefits, and options in clear, non-technical language. It can answer specific questions about product capabilities, compare different packages, and provide the right level of detail without overwhelming the prospect.
1. Objection Handling: Using sophisticated sales flow training based on your top performers' techniques, Closer AI addresses common objections about price, competing products, implementation concerns, or technical limitations—all through conversational text.
1. Payment Processing: Usually optimizing your own payment system, Closer AI securely captures payment information and processes deposits or full payments directly through text, completing the transaction without human involvement.
1. Installation or Onboarding Scheduling: Closer AI synchronizes with your service team's real-time availability to book technician visits or implementation calls, automatically confirming appointments and sending reminders.
1. Handoff to Customer Success: Closer AI transfers all relevant information related to the sale to your CRM tool for seamless onboarding by your customer success team.
A[ Harvard Business Review study](https://hbr.org/2011/03/the-short-life-of-online-sales-leads) found that businesses that respond within an hour are almost seven times more likely to have meaningful conversations with decision-makers. Closer AI responds within seconds and maintains engagement until the sale is complete.
### The Technology Behind Closer AI
What makes this possible? Closer AI combines several advanced technologies:
- AI Trained on Your Custom Sales Flow: Our Closer AI is trained on your company’s specific sales flow so we can walk a potential customer through the process that your top sales reps would normally do over the phone.
- Natural Language Processing (NLP): The system understands context, sentiment, and intent in customer messages, even when they use colloquial language or abbreviations.
- Machine Learning: The system continuously improves by analyzing successful interactions and refining its approach based on what works best.
- Integration Capabilities: Closer AI connects seamlessly with your CRM, payment processors, inventory systems, and scheduling tools to provide a unified experience.
We work closely with your sales leaders to incorporate their expertise into the AI. The system customizes its approach based on your specific products, pricing structure, and sales methodology.
### Best Applications for Closer AI
Closer AI is particularly effective for businesses that:
- Sell products or services that can be configured through conversational text
- Have established, repeatable sales processes with clear decision points
- Want to reduce reliance on human sales agents for standard transactions
- Need to scale sales capacity without proportionally increasing headcount
- Sell in multiple time zones or need 24/7 sales capabilities
According to[ Gartner research](https://www.gartner.com/), by 2025, 80% of B2C and 60% of B2B organizations will use AI for at least part of their sales process. Closer AI puts you ahead of this curve, delivering personalized selling at scale without adding headcount.
## Which Solution Is Right For You?
To pick the right approach, you must look at how you sell and what your customers expect.
Nurture AI makes sense when:
- Your product needs human expertise to close sales
- Your team can't respond quickly during busy times
- You want to screen leads before spending staff time on them
- You don’t have enough reps to chase leads for days because they need to spend time on newer leads (AI can follow up much more effectively at scale than humans)
Closer AI fits when:
- You can sell your product through text conversations
- You want consistency in your sales process
- You want AI to be trained on your best reps’ sales process
- You want to sell more without hiring more people
A[ LeadSimple study](https://www.linkedin.com/pulse/contact-hot-lead-less-than-5-minutes-jomin-varghese/) found that 64% of buyers pick the sales team that calls them back first. Many clients start with Nurture AI to fix response time issues, then add Closer AI as they see how much of their sales process can be automated.
## How Our Platform Handles Both
What makes Aktify different isn't just having both options—it's how well they work together. Our system lets you progress naturally from nurturing to closing:
1. Leads come in through a simple API connection
1. Nurture AI starts texting them right away
1. Based on your criteria, leads either go to your call center or continue with Closer AI
1. All campaign data is shown on the Aktify Campaign Tool or feeds back to your CRM so your processes are maintained
This means you don't have to choose one solution—you can use them strategically based on what makes sense for different products or customer groups.[ Aberdeen Research](https://aberdeen.com/) reports that companies with the most substantial AI adoption in sales see 2-3x more significant revenue growth than companies lagging in AI implementation.
## Making Your Decision
Figuring out which AI approach fits your business is straightforward. Ask yourself:
- Is there value to have AI start nurturing your leads?
- How big is your response time gap after hours?
- What percentage of sales could happen without human help?
- How complex is your product configuration?
- How much does it cost you to acquire each customer now?
The best implementations start with clear goals, not just using tech for tech's sake. Some businesses want better lead qualification; others want full sales automation. According to[ Gartner](https://www.gartner.com/), companies that clearly define their AI strategy before implementation are 2x more likely to succeed with their AI projects.
## What's Next for AI in Sales
As AI improves, the line between nurturing and closing will blur. The future isn't about replacing your sales team—it's about letting them focus on where they add the most value.
We're already seeing AI improve at understanding complex needs, picking up on emotional cues in text, and personalizing conversations.[ Chili Piper](https://www.chilipiper.com/article/speed-to-lead) notes that less than 1% of B2B organizations contact inbound leads within 5 minutes today, but this number will increase dramatically with advancing AI.
These improvements will make both nurturing and closing more effective while keeping interactions feeling human.
## Ready to Try Something New?
Whether you want to improve lead response times with Nurture AI or revolutionize your sales process with Closer AI, taking the first step toward intelligent automation is what matters.
At Aktify, we'll work with you to understand your sales challenges and suggest the approach most likely to give you real results. A study from[ McKinsey](https://www.mckinsey.com/) found that companies that automate 30% or more of their sales processes see a 10-15% reduction in cost-per-acquisition.
Want to see how AI can transform your sales pipeline? Contact us today for a demo using your actual sales scenarios.
Sources:
[Lead Response Management Study](https://www.leadresponsemanagement.org/lrm_study/)
[Vendasta: Lead Response Time Stats](https://www.vendasta.com/blog/lead-response-time/)
[Chili Piper: Lead Response Time Statistics](https://www.chilipiper.com/article/speed-to-lead-statistics)
[Forbes: Why Immediate Lead Response Matters](https://www.forbes.com/sites/forbestechcouncil/2022/05/05/why-immediate-lead-response-matters/)
[Harvard Business Review: The Short Life of Online Sales Leads](https://hbr.org/2011/03/the-short-life-of-online-sales-leads)
[LeadAngel: Speed to Lead Statistics](https://www.leadangel.com/blog/operations/speed-to-lead-statistics/)
[LinkedIn: Contact a Hot Lead in Less Than 5 Minutes](https://www.linkedin.com/pulse/contact-hot-lead-less-than-5-minutes-jomin-varghese/)
---
## Why Your CAC is Too High (And How AI Lowers It)
URL: https://aktify.com/blog/how-to-improve-your-sales-and-lead-response-time-with-call-automation-2 · Published: 2024-11-22 · Category: Industry Insights
_Your marketing efforts don't clock out at 5 PM, but your sales team does. This creates a dangerous gap where leads can slip through the cracks, doubling your acquisition costs. Here's what you're paying for with each cold lead:_
Why Your CAC is Too High
## (And How AI Lowers It)
The Aktify Team
November 23, 2024
Imagine this: It's 9 PM on a Friday. Your meticulously crafted marketing campaign brings a potential customer to your website. They're concerned about recent break-ins and fill out your contact form for a security system quote. By Saturday morning, they've already scheduled an appointment with your competitor. Your marketing spend? Wasted. And now you're back to square one, pouring more money into attracting another lead.
This scenario isn't just a hypothetical - it's a daily reality for home service businesses nationwide. Your skyrocketing Customer Acquisition Costs (CAC) often have less to do with inefficient marketing and more with ineffective lead response strategies.
## The True Cost of Delayed Responses
Your marketing efforts don't clock out at 5 PM, but your sales team does. This creates a dangerous gap where leads can slip through the cracks, doubling your acquisition costs. Here's what you're paying for with each cold lead:
-
Initial marketing investment that successfully attracted the lead
- Additional campaigns to replace lost opportunities
- Increased ad spend to maintain visibility in a competitive market
- Overtime costs as your team scrambles to follow up on backlogged leads
- Higher bidding prices as you compete for a diminishing pool of prospects
- Potential revenue loss from missed sales opportunities
It's a vicious cycle: Generate a lead, lose it due to slow response times, then pay more to replace it. The key to breaking this expensive pattern lies in bridging the response gap.
## AI: The Game-Changer in Lead Response and Cost Reduction
Your marketing budget often disappears in the chasm between lead generation and lead engagement. While your marketing team excels at attracting potential customers, human response time limitations create a costly bottleneck. This is where AI steps in as a transformative solution.
Artificial Intelligence doesn't just fill the gap - it eliminates it. Instead of leads going cold overnight, during weekends, or during peak periods, AI creates an instant link between your marketing investment and sales opportunities. Here's how businesses are leveraging AI to convert expensive leads into cost-effective acquisitions:
1.
Real-Time Qualification: AI engages each prospect immediately to:
Verify service area compatibility and specific needs
1. Assess project timeline and budget constraints
1. Gather crucial property information
1. Efficiently screen out non-viable leads, saving valuable resources
1. Smart Lead Distribution: Based on in-depth conversations, AI optimizes lead handling by:
Prioritizing urgent inquiries for immediate attention
1. Categorizing leads by project specifics for targeted follow-up
1. Identifying and highlighting high-potential opportunities
1. Delivering thoroughly vetted, sales-ready leads to your team
1. Automated Nurturing Campaigns: For prospects not yet ready to commit, AI maintains engagement by:
Implementing consistent, personalized follow-up strategies
1. Providing relevant, timely information to keep your business top-of-mind
1. Tracking engagement metrics to identify renewed interest
1. Re-engaging leads at optimal moments to maximize conversion potential
## Case Study: AI's Impact on Home Security Sales
Let's examine a real-world example from one of the largest home security providers in the United States. After implementing an AI-driven engagement strategy, Vivint saw remarkable results:
-
An impressive 50% of leads actively engaged with AI outreach
- Near-perfect message delivery rate of 97%, ensuring maximum reach
- Transferred calls lasted an average of 7 minutes, indicating high-quality conversations
- One persistent AI interaction involved over 200 messages, ultimately resulting in a conversion
These statistics represent more than just increased volume - they demonstrate AI's ability to maintain meaningful dialogues that translate into tangible sales opportunities. Perhaps most impressively, AI's persistent and professional engagement even revived leads previously considered "dead," showcasing its potential to maximize every marketing dollar spent.
## Improving Sales Operations
The impact of AI extends far beyond metrics, fundamentally reshaping sales processes:
-
Sales teams now focus their expertise on closing deals, not chasing leads
- Marketing investments directly correlate to booked appointments, not just contact acquisitions
- Prospects receive instant, accurate responses at any hour, enhancing customer experience
- Consistent follow-up ensures no lead falls through the cracks
- Data-driven insights allow for continuous optimization of sales strategies
Crucially, these improvements were achieved without expanding the sales team or inflating the marketing budget. Instead, they optimized existing resources through strategic AI implementation.
[Read the Case Study](https://aktify.com/case-study-warm-transfers-home-security-company)
## Implementing AI-Driven Acquisition: A Strategic Approach
Transitioning to an AI-enhanced lead response system requires a strategic approach. Here's a roadmap to lower your CAC through intelligent automation:
1.
Identify and Target High-Impact Areas: Begin by addressing the most costly inefficiencies in your current process:
Implement 24/7 lead response to capture opportunities when competitors are offline
1. Automate lead handling during peak periods
1. Streamline repetitive qualification processes to free up human resources
1. Develop intelligent lead scoring and routing to prioritize high-value prospects
1. Create an Integrated, AI-Powered Ecosystem: Develop a seamless workflow from initial contact to final sale:
Integrate AI with your CRM for real-time data updates and lead tracking
1. Implement AI-driven appointment scheduling to reduce friction in the sales process
1. Utilize machine learning for dynamic lead scoring that improves over time
1. Set up instant notifications to sales teams for time-sensitive opportunities
1. Leverage Data for Continuous Improvement: Use AI-generated insights to refine your acquisition strategy:
Analyze response data to identify and capitalize on peak engagement windows
1. Continuously optimize qualification pathways based on conversion patterns
1. Develop a nuanced understanding of high-value customer signals
1. Use predictive analytics to schedule follow-ups when prospects are most receptive
Aktify: Turning AI Insights into Actionable Results
Aktify's AI engagement platform brings these strategies to life, offering practical solutions to reduce CAC:
Responsive 24/7 Engagement
Whether it's a midnight inquiry about solar panels or a weekend pest control emergency, Aktify's AI responds instantly, ensuring no lead goes cold due to timing.
Industry-Specific Smart Qualification
Aktify tailors conversations to your specific industry:
Solar: Assessing roof suitability, analyzing energy consumption, and verifying property ownership
-
Home Security: Evaluating property vulnerabilities, understanding specific safety concerns, and determining installation urgency
- Pest Control: Identifying infestation types, assessing property size, and prioritizing urgent cases
Comprehensive Performance Metrics
Track the direct impact of AI on your acquisition costs with detailed analytics:
- Granular lead response rate analysis
- Qualification accuracy and efficiency metrics
- Conversion rates from initial contact to appointment
- Detailed breakdown of cost per acquired customer
[The result? A marketing budget that works smarter, not harder. By leveraging AI to bridge the response gap, every dollar invested in customer acquisition translates more efficiently into revenue, dramatically reducing your CAC while improving overall sales effectiveness.](https://aktify.com/how-aktify-works)
Ready to improve your lead response strategy and slash your customer acquisition costs? [Discover how Aktify's AI solutions can transform your sales process and boost your bottom line.](/)
---
## How to Improve Your Sales and Lead Response Time With Call Automation
URL: https://aktify.com/blog/how-to-improve-your-sales-and-lead-response-time-with-call-automation · Published: 2022-09-08 · Category: Industry Insights
391%.
That's how much higher your [sales conversion rates](https://www.vendasta.com/blog/lead-response-time/#78) could be if you respond to a lead within one minute of their request for contact. Couple that with the fact that 78% of customers give their business to the first company to contact them, and you can see how essential a prompt response time is if organizations hope to be profitable.
Unfortunately, the average sales team is so inundated with emails, texts, reports, and a litany of other tasks that they don't have time to contact all their leads, much less respond to them within a minute's notice. Enter call automation.
A data-driven way to streamline a company's sales processes, call automation systems not only generate authentic texts and calls to each lead in near-real time, but they can even remove the burden of mundane tasks from agents' shoulders. That way, your sales teams can operate with greater efficiency, and are freed up to focus on their most important job: closing deals. Here's how it works.
## **The Problem: Slow (or No) Response**
Lagging response times damage the bottom line. Whether it's a higher probability of making contact with a lead or ensuring that prospective clients don't get lost in the mix, a rapid response time goes a long way in gaining new business. Consider these stats:
- Companies are [100 times more likely](https://www.forbes.com/sites/theyec/2019/09/10/step-by-step-guide-to-following-up-with-b2b-leads-generated-by-sdrs/?sh=37e15e892309) to *make contact* with a lead if they respond within five minutes than if they do within 30 minutes.
- Companies are [21 times more likely](https://www.leadsimple.com/sales-course/improve-response-time) to *convert* a lead if they respond within five minutes than if they do within an hour.
- The average lead must be contacted [at least six times](https://blog.hubspot.com/sales/best-times-to-connect-with-leads-infographic#:~:text=Ask%20Customers%20and%20Leads%20for%20More%20Referrals&text=While%20the%20Lead%20Management%20Study) before a salesperson can get a hold of them.
These stats show that promptness, perseverance, and follow-through are essential if sales teams hope to get clients to convert, but sometimes these traits are lacking. The Harvard Business Review conducted a [prominent study](https://hbr.org/2011/03/the-short-life-of-online-sales-leads) of over 2,200 companies and found that 24% of those studied take over 24 hours to respond to a web-generated lead — and 23% never get back to their leads at all. Considering that many companies rely on pay-per-click (PPC) advertising and that the average lead costs between [$47–$349](https://popupsmart.com/blog/how-much-does-lead-generation-cost) per lead depending on a company's size, businesses could lose out on opportunities for new profit. They could also be wasting their lead-gen investments.
## **The Solution: Automated Call Systems**
Emails, sales reports, data entry, meetings, and simply the need for a break can all weigh salespeople down, preventing them from contacting all of their leads. Even if they did manage to operate with 100% efficiency, some businesses have so many leads that it would be impossible to reach out to them all.
By handing over the more tedious responsibilities to an AI-powered solution, companies using automated call systems have been able to resolve both problems — and raise their profit margins in the process. Here are the biggest benefits they've seen.
### **Mass Management**
The most recent data shows that organizations obtain an average of [1,877 leads per month](https://cdn2.hubspot.net/hubfs/53/2017%20Demand%20Generation%20Benchmark%20Report.pdf?t=1525100340348&__hstc=20629287.903c09c70bffb96668071a0df3b91a1d.1579268646405.1579268646405.1579268646405.1&__hssc=20629287.1.1579268646406&__hsfp=3838903544). Of these, 80% are market qualified, and 12% of marketers don't even know how many leads they have.
With so many leads to keep track of, some sales teams may find it difficult or even impossible to efficiently manage them all. Automated call systems resolve this problem by sending out text messages to each lead as soon as their contact info is imported into the platform. That way, each lead can receive at least one contact attempt (though they may be qualified to prioritize the most likely potential customers first), ensuring that no lead is left behind.
### **Quicker Contacts**
The impact that response time has on the bottom line is clear, and call center automation can improve it in several ways. The result isn't just a broader net that reaches every lead, but a means of communication that's more efficient for both the agent and the lead.
Lead-to-call automation can take place through email or phone call, but also SMS text message. This is often the preferred mode of communication for many prospective clients today, as shown by these [stats](https://www.reviewrefer.com/how-sms-or-text-messaging-has-a-higher-response-rate-from-customers-than-email/):
- Email open rates are only 20%, while SMS message rates are 98%.
- Email response rates are only 6%, while SMS message rates are 45%.
- The average email response time is 90 minutes, while the average SMS message response time is 90 seconds — and most are answered within five seconds.
Sending emails back and forth to leads that may not even convert weighs down sales efficiency, and the phone tag that takes place for days or weeks can drag efficiency down even further. From the customer's standpoint, the prompt response times of an SMS text message sent through lead call automation is not only a more convenient way to communicate, but it can also resolve their issues or answer their questions sooner than any other route. By attaching useful, concise links to an automated message, you can direct leads to the resources they need for requesting demos, answering FAQs, or even signing up.
### **Higher Satisfaction**
If a person walks into a brick-and-mortar retail store looking to make a purchase and can't find a soul to help them, it won't be long before they take their business elsewhere. The same is true in B2B industries — except much more revenue is typically at stake.
By shortening response times and promptly routing leads to an available agent, call center automation improves customer satisfaction. Just as in-person customers prefer companies that meet their needs the quickest, businesses can be made to feel like they're receiving gold-star treatment when they receive a response to their inquiry in seconds rather than days. Such promptness also conveys a sense of superior business operations and expertise, further improving your brand image.
### **Easy Customization**
Each industry has its own unique traits and needs. Agents in the healthcare industry will not communicate with their leads the same way that manufacturing salespeople will, so call center automation software must be able to accommodate industry-specific demands for the tailored response that potential clients will expect.
Not only that, but specific regulations may also apply to certain industries, requiring that some content be a part of (or absent from) the conversation. Failure to comply with these rules may constitute subpar business practices, and even costly fines.
Aktify's call center automation software can be easily customized to meet industry standards and deliver a message consistent with the tone and vernacular common to specific fields. Our deep learning algorithms are designed to create natural-sounding messages and can be configured to incorporate required phrases, common terms, and more. That way, leads will feel that the messages they receive have been generated by an actual person, making them more likely to respond.
## **Automate Your Calls With Akify**
Consolidated management, faster response time, higher customer satisfaction, and industry-specific customization — that's what call automation brings to the table. It all adds up to higher conversions for your sales team, and that means greater profits.
At Aktify, our call automation platform uses the latest AI and machine learning algorithms to deliver authentic-sounding conversations, route interested leads to available agents, schedule sales calls, and automate the repetitive tasks that are hindering your salespeople's productivity. No more wasted leads and no more potential buyers that walk away due to a lengthy response time. The result is a 10+ times greater ROI on your investment and a boost to the bottom line. [Contact us](https://aktify.com/company/contact-us) today if that's what you'd like to see for your company.
---
## The 7 Best SMS Marketing Automation Tools
URL: https://aktify.com/blog/the-7-best-sms-marketing-automation-tools · Published: 2022-09-01 · Category: SMS & Compliance
Texting remains one of the most effective ways of communicating with customers. Compared to other marketing methods, SMS marketing has the [highest open rates](https://www.gartner.com/en/digital-markets/insights/the-future-of-sales-follow-ups-text-messages) of all channels at 98%. Messages get seen and read fast. About 60% of customers read text messages within five minutes or less after receiving them and nearly half respond.
Successful marketers know that SMS works, and it works at scale. SMS [marketing automation tools](https://aktify.com/blog/sms-marketing-future-the-emerging-trends) are a simple way to send text messages in bulk, provide instant notifications, and facilitate interactions even at high volume.
## **What Are SMS Automation Tools?**
SMS marketing tools let businesses send text messages and create SMS marketing campaigns at scale. Besides allowing auto-replies and two-way communication between customers and businesses, SMS is also used routinely for a variety of activities, including:
- Order confirmations
- E-commerce tracking information
- Welcome messages
- Abandoned cart re-engagements
- Appointment reminders
- Marketing offers
- Drip campaigns
- Scheduled messages
Integration with existing CRM, websites, platforms, and third parties can automate much of the process for a more seamless workflow. One of the biggest advantages of SMS automation tools is the ability to send bulk messages with minimal setup and activation.
## **What To Look for in SMS Marketing Automation Tools**
When you are looking for SMS marketing tools, some of the criteria you’ll want to use for evaluation include:
- Ease of use for non-techie people: You shouldn’t have to be a data scientist to use SMS automation tools. The best systems will be intuitive even for those without deep technical knowledge.
- Allowance for two-way communication: Pushing out text messages and auto-responders is great, but you also want to be able to engage recipients in actual conversation.
- Integration with other services: The best SMS automation tools will integrate with your existing tech stack so you can communicate without having to bounce between different platforms. You also want to be able to automate key functions like order confirmations or appointment reminders.
- Scalability: You should be able to quickly scale up your SMS campaigns whenever you need to without paying significantly higher fees or being forced to move permanently to higher tiers.
## **The 7 Best SMS Marketing Automation Tools**
When looking at different SMS marketing automation tools, you’ll see more similarities than differences. They can all handle the basic task of sending bulk texts and autoresponders. The key differences you will find will more likely be in pricing and plans and whether they specialize in SMS or also accommodate communication across other channels.
Here are our picks for the seven best SMS marketing automation tools.
- SimpleTexting
- Textedly
- Podium
- SlickText
- Omnisend
- TextMagic
- Aktify
Most plans offer free trials so you can evaluate them yourself and a variety of plans at different price points.
### **SimpleTexting**
SimpleTexting is an SMS marketing platform that allows you to send messages in bulk with segmented target lists or your entire customer list. It integrates with other platforms, such as MailChimp and Zapier, and accommodates autoresponders and two-way messaging.
SimpleTexting also lets you create unlimited custom keywords — many SMS automation tools cap the number of keywords you can use. The SMS marketing platform offers custom integration for higher-level plan users.
[SimpleTexting Pricing](https://www.twilio.com/sms/pricing/us): SimpleTexting offers scalable pricing depending on how many messages you send each month, starting at $29 per month.
### **Textedly**
Textedly is also a solid SMS marketing automation tool, for mass testing. It’s easy to set up SMS schedules and enable drip campaigns. It also allows users to send longer text messages, exceeding the standard 160 characters.
Textedly has a deep feature set, including built-in link sharing, email capture, voice services, text-to-vote, auto-replies, and two-way SMS.
[Textedly Pricing](https://www.textedly.com/pricing/): Textedly offers multiple package options based on how many messages you send each month, ranging from $24 per month billed annually.
### **Podium**
Podium is an SMS marketing platform that aggregates customer conversations across different channels into one platform. It’s a good tool for doing customer surveys and getting automated customer reviews.
Podium also provides web chat and video chat as well as allows you to manage all of your third-party messaging apps through its platform.
[Podium Pricing](https://www.podium.com/pricing/): Podium provides an Essential, Standard, and Professional package with different features. The lowest price package is $289 per month and includes up to 1,000 contacts and three users. Higher-level packages offer unlimited contacts and team members.
### **SlickText**
SlickText also offers SMS automation tools to handle your marketing campaigns at scale. It allows you to schedule SMS campaigns and include, email capture and autoresponders. It also integrates with Facebook, Zapier, and more.
SlickText is a good choice for customer interactions for contests, voting, and surveys. You can set campaigns with auto-reply messages or for two-way messaging.
[SlickText Pricing](https://www.slicktext.com/pricing.php): SlickText offers a basic bundle for 500 texts a month at $29, step-up packages for up to 50,000 texts a month, and enterprise options.
### **Omnisend**
Omnisend lets you integrate your SMS campaigns, email marketing, and push notifications into one marketing platform. It features a large collection of templates, drag-and-drop editing, and automates much of the workflow.
Omnisend also automatically captures customer opt-ins using pop-ups and forms to grow your user and subscriber base.
[Omnisend Pricing](https://www.omnisend.com/pricing/): Omnisend Pro combines email and SMS for high-volume senders for $59 per month, including unlimited email and up to 3,993 SMS messages per month for up to 500 contacts.
### **TextMagic**
TextMagic is an SMS marketing platform that works well for bulk SMS messaging. With a global reach, you can send mass texting campaigns and easily convert emails into SMS messages. You can also attach images, files, and PDFs.
TextMagic also features virtual phone numbers, scheduled SMS, mail merge templates, and automated management of opt-outs.
[TextMagic Pricing](https://www.textmagic.com/sms-pricing/): TextMagic has account fees with pay-as-you-go pricing at $0.04 per text. Discounts are available for higher volumes.
## **Automate Your SMS Marketing With Aktify’s Conversational AI**
You can supercharge any of these SMS marketing automation tools by adding Aktify’s conversational AI platform.
Aktify augments your sales text message responses and responds in a human-like manner to let you have thousands of SMS conversations with prospects, leads, and customers at the same time. Using Natural Language Processing (NLP) and Natural Language Understanding (NLU) technologies, Aktify can discern intent and respond in a remarkably human way.
Machine learning tools also mean your virtual agents get smarter the more it’s used, learning the nuances of your customers and prospects to optimize performance.
Aktify also eliminates the need to set up drip campaigns. The platform can interact with your contacts and nurture them throughout the buyer’s journey until they are [ready to convert.](https://aktify.com/blog/lead-management-guide-convert-more-leads-to-grow-your-business) The goal is to engage with prospects in a natural way, stay in touch with them, and then get them to call. When they’re ready to talk, Aktify connected your reps by phone so they can close deals.
By adding conversational AI, your SMS interactions are fluid conversations rather than rigid auto-responders. Most people can’t tell that they’re not interacting with a human rep. The result is significantly higher conversion rates as high as a 10X ROI.
To learn more about Aktify can enhance your SMS platform and generate significantly more revenue, [contact the conversational AI experts at Aktify today](https://aktify.com/get-demo) for a demo.
---
## How To Use SMS Automation To Increase Your Speed To Lead
URL: https://aktify.com/blog/how-to-use-sms-automation-to-increase-your-speed-to-lead · Published: 2022-08-25 · Category: SMS & Compliance
SMS automation is revolutionizing the way businesses communicate with their clients. According to the [Havard Business Review](https://hbr.org/2011/03/the-short-life-of-online-sales-leads), companies that respond to potential customers within an hour or less are seven times more likely to qualify for a lead. You'll need a faster response time to close a deal whenever someone shows interest. In this case, you can use SMS automation to increase your speed to lead.
While many companies use text messages to send one-time passwords and order confirmations, there's a better way to automate SMS for promotion blasts, subscriber engagement campaigns, customer support, and lead nurturing. Here’s how you can increase your speed to lead using SMS automation.
## **What is SMS Automation?**
SMS automation, also referred to as text message automation, is the process of automating the delivery of text messages based on the trigger events initiated by businesses or clients. It works by using strategies and tools that save time.
The common uses of SMS automation include:
- Confirming online orders
- Sending welcome texts
- Recovering abandoned carts
- Sending appointment reminders
- Sharing marketing offers with drip campaigns
- Sending auto-reply messages
With proper SMS software, you can:
- Improve workflow and process
- Improve renewal and retention rates
- Generate more qualified leads
- Boost relationships with clients
- Minimize operational costs
- Avoid repetitive tasks
- Improve client satisfaction
- Get proper data and feedback
- Improve the general revenue of a business
## **Benefits of SMS Automation**
Text messaging is a powerful marketing channel. Together with automation, it can generate genuine leads and boost your sales. Even though other apps might be friendly for a long conversation, text messaging is the best channel to reach out with short messages.
That makes it the ideal combination for automation. SMS automation has many advantages because it:
- Optimizes your sales team's precious resource time
- Ensures you don't skip a beat
- Takes initiative
- Keeps your clients close to you
Most text messages are repetitive interactions that allow you to connect with your clients. It enables you to reach your leads with a text, either proactively or as a reply to a specific schedule or event. With the tools available today, the level of customization required for this communication is attained easily with no human needed on your side.
## **Using SMS to Increase Speed to Lead**
SMS is a perfect way to increase the speed to lead. It's an affordable marketing platform that's accessible with low-cost investments generating an impressive ROI. It also has a wider reach because it can access clients without an internet connection. No other marketing platform can assure that your text will be read by clients.
### **Integrate a Texting Platform to Respond to New Leads Instantly**
Text messages will do more than increase client interaction. It offers a perfect channel for communication with your clients. An SMS platform can improve how you communicate with your clients throughout the brand-client journey.
It offers them the notion that your brand is easier to reach. Use SMS automation as part of your unified communication strategy by considering how it integrates with other marketing channels. For instance, you can incorporate your texting platform with your website to instantly respond to new leads.
### **It Gives You the Ability to Respond in Minutes, Not Hours or Days**
The best thing about text message marketing is that the information is delivered instantly. That means you can respond in minutes and not hours or days. It doesn't require an internet connection either. For that reason, SMS is a quick and reliable way to spread the word about your brand and products. This helps boost conversion rates.
### **Allows You to Follow Up and Increase Your Chance of Setting Appointments**
SMS automation tools allow you to schedule message delivery at a specific time. This is an automated strategy to reach a wider number of clients at certain times. For instance, if you’re having a sale that lasts seven days, you can send reminder texts two days out from the end of your sale.
You can also stagger your marketing SMS to make it simple for your sales team to follow up on the leads. For example, if you’re introducing new products or services and want the chance to speak to interested consumers, you can gauge their interest via text messages. If you receive 100 replies saying YES at the same time, it will take a long time to contact them.
## **Automate Your Sales Text Message Responses With Conversational AI**
Conversational AI is a technology that uses virtual agents or chatbots to communicate with users. They imitate human speech through a large volume of data, natural language processing (NLP), and machine learning. The AI combines machine learning with natural language processing. The NLP processes flow into the constant loop With ML processes to enhance the AI algorithms.
Conversational AI is about executing automated conversations between humans and computers. Being communication-centric, the technology finds natural use-cases in marketing and sales in the form of an automated text message for business.
By mimicking the nuances of human conversation, clients get the notion that they are interacting with a human rep instead of a robot. This leads to a customized client experience.
### **Supplement Your SMS Automation Platforms**
Many brands are tapping into the power of text messages to amplify engagement with customers and prospects. Supplementing your SMS automation with the right platform will assist you in sending the texts and incorporating them with other email campaigns. Some of the things to look for include:
- **Usability:** If you must take your experts off of important tasks to get your SMS automation platform set up, this may not be suitable for you. Get a platform that’s easy to learn and use, even for a less technical team.
- **Can your lead text back?** Choose a platform that provides two-way messaging so your clients can reply.
- **Can you integrate the platform with other software?** Integration is an important feature your SMS automation platform should have. Even if you don’t require it now, you’ll need integration abilities as your business expands.
If you want to increase the speed to lead, tap into SMS marketing automation. Maybe you want to use it for sales prospecting, customer communication, or any other goal. Irrespective of what you want, selecting the right platform for your budget and needs is the foundation of your success.
## **Use Conversational AI Platforms Like Aktify**
Conversational AI simplifies machine-to-human interaction by understanding consumer questions and creating an appropriate replay.
The process starts with the client using an SMS platform to engage the sales rep. The conversational AI works at the backend to decode the conversation and craft an appropriate response. This is achieved by leveraging national language and machine learning to understand sentence structure, important terms like times and dates, and user intents.
If you’re looking for the best SMS automation platform that uses conversational AI, you can rely on Aktify. It seeks to increase speed to lead through conversations between people and bands. The tool uses state-of-the-art data science and AI to engage clients.
Sales reps spend a lot of time leaving voicemails and sending emails. Aktify strives to free up time, letting your sales agent concentrate on high priorities. You’ll not lose any leads as the Aktify AI follows up consistently.
With marketing automation SMS, you can send one text or several texts. You can schedule the mass SMS for a specific date and time. It's also possible to set gradual sending during the preferred time. If you’re looking for the best SMS automation services to communicate with your clients, [Aktify](https://aktify.com/?li_fat_id=03a68345-c51e-4132-ba5c-153ac4a23b8e) has got you covered. The tool uses the AI feature to respond smartly and appropriately.
---
## Sales Automation: How To Supercharge Your Sales Team
URL: https://aktify.com/blog/sales-automation-how-to-supercharge-your-sales-team · Published: 2022-08-17 · Category: Company News
Tracking leads, following up, analyzing reports, perfecting pitches, and outreaching are just a few of the responsibilities a sales team has ownership over. The workload is a lot for even the most seasoned sales reps to keep up with. When your team is more preoccupied with daily tasks than following up with potential clients, your business will struggle to gain consistent revenue.
This is where sales automation comes in. By using automation tools, your team has the time to finish their daily duties while still being able to focus on their main goals: making sales and hitting quotas.
Before you get overwhelmed reading the technical features of sales automation software, you'll want to have an understanding of what it is and how it can work for your business. Learn the details of sales automation in this post and how your company can use it to supercharge your sales team.
## **What Is Sales Automation?**
Sales automation is the process of using software to complete repetitive tasks that would normally be done by a human. This can include anything from sending follow-up emails to scheduling meeting times. Automating these processes not only saves your team time but also helps to reduce errors.
You'll find several types of automation tools that handle all areas of the sales cycle. Tracking qualified leads becomes easier because you can automatically categorize them into different stages of the sales cycle. You can set up automation that immediately alerts your sales team a new lead is available and even assign specific team members to each lead, all without any extra work.
The tool can't do this on its own, at least not yet anyway. You'll still have to set up the right configurations when learning how to automate sales, but once the initial work is done your team won't spend any more time on that task.
That's why it's important sales automation tools are easy to use so your team to take full advantage of them. When a tool is difficult to operate, your team will spend more time trying to learn how to use it than closing deals and building professional relationships. This would defeat the purpose of having a tool in the first place.
Knowing the sales process automation will only be useful if you know exactly how it can help your business thrive.
## **How Sales Automation Benefits Your Business**
At the end of the day, the purpose of all automation tools is to increase your revenue by making the jobs of those who use them easier. But, learning the specific ways these tools can help will save you time and money from investing in the wrong tool or applying the wrong tool to the wrong area of your business.
### **Increases Efficiency**
Tracking your team's task using a project management tool is the best way to see results from an automation tool. Find out how much time your sales team is spending on researching, outreaching, actual selling, and other tasks.
Once you have a specific number of hours, you can [integrate an automation tool](https://aktify.com/product/integrations) in that area of the business. Compare the data and see how much time you are saving your team from doing menial, repetitive tasks. The efficiency your team will gain will help them become more productive and ultimately, make your business more money.
### **Keeps Reporting Consistent**
Software only makes mistakes if it's not configured correctly. If you're worried about automating too much of your sales process and losing data, don't be. Sales automation tools will keep a consistent report of all the information being inputted into the system. This is important for understanding what's working in your sales process and what isn't. You can also see which leads are being followed-up with and how often.
The best sales automation tools will also give you the ability to see which team members are using the tool most frequently and benefiting from it the most. This allows you to adjust your training methods for those who need more help or reassurance when using [new technology](https://aktify.com/product/our-technology).
### **Improves Reminders and Scheduling**
There is no excuse for your team missing a sales call or double-scheduling two potential clients. Organization is key in sales and a good automation tool will help with that.
Automation tools will immediately schedule new leads with your sales team and assign specific members to the task. It will also automatically setup reminders for those team members at specific time intervals. Essentially, it's a sales manager without a salary.
### **Reduced Your Cost per Acquisition**
As the saying goes, time is money and with automation tools you'll be saving a lot. Instead of paying for labor to organize data about your customers, your team will spend their time closing leads and building stronger networks.
Ultimately, this can have an indirect effect on your marketing team. When you are closing a higher percentage of your leads, you won't need to spend as much obtaining new ones. Thus, lowering your overall cost per acquisition and saving your business money in the long run.
## **What Sales Tasks Can Be Automated?**
Sales automation tools are quite advanced and can handle any number of different tasks. Getting the wrong one for your sales team will make their job harder, not easier. Learn all the sales automation ideas that can be automated so your team can get the most out of your investment.
### **Lead Qualifying**
Figuring out which leads are worth spending your team's time on and which ones are dead ends could save a significant amount of capital. Sales automation tools assign grades or numbers to leads based on their interactions with your website, their job title, company size, and other factors. This information allows your teams to prioritize the warmer leads first so all resources are directed efficiently.
### **Email Outreach**
It can take a lot of time for your sales team to sift through emails, find contact information, and compose personal messages. Automation tools can handle all of those monotonous tasks quickly and easily.
You can set up automated email sequences that are triggered by certain interactions or inactions from the lead. This way your team only has to worry about responding to inquiries instead of trying to initiate them.
### **Scheduling**
Managing a time to talk with the lead, assigning the team member who is available, and scheduling follow-ups can be a job all unto itself.
Tools can help automate this process by sending out invitations to leads that they can then book on their own. It can also auto-assign team members to tasks like calling a lead or following up without taking away anyone's time.
## **How To Successfully Implement Sales Automation**
Before you even download software, have a clear sales strategy in place. This will define the tasks you automate, the ones you don't, and how your team will use the automation tool to close more deals. You'll need to prioritize the right opportunities to get the best return on your automation investment. Getting a tool that qualifies leads when your team is confusing meeting dates isn't going to help you close more sales.
To find what your team needs, build use cases for the tools you are considering. Talk with your team and find out where they are wasting time and which processes they find the most frustrating. From there, you can start to look for automation tools that will help with those specific tasks. Research the features each tool has and compare the data with what your team is communicating.
Once you have one picked out, you'll want to start testing. Have specific goals in mind you'd like to accomplish and track each metric after you've implemented the tool. Once you find a tool that works and have tested it for several weeks, you can start scaling your efforts without fear of backsliding.
## **Using Sales Automation to Transform Your Results**
Sales automation can be a huge boost to any sales team, allowing them to save time and resources on repeatable tasks. Automation can help with lead qualifying, email outreach, scheduling, and more. With Aktify, your team can automate their everyday SMS conversations with potential leads using robust data science and machine learning. [Get started](https://aktify.com/) today to drive a 10X return on your investment and create authentic, meaningful connections with your customers.
---
## Top 7 Lead Conversion Tips For Better ROI
URL: https://aktify.com/blog/top-7-lead-conversion-tips-for-better-roi · Published: 2022-08-04 · Category: Lead Generation
_Keep these tips in mind for lead conversion when developing your customer journey. A well-defined plan can positively impact conversions, and by extension, return on investment (ROI)._
Lead generation can come with a hefty price tag. Are you sure you’re getting solid returns on investment (ROI)?
It’s not enough to set up robust lead gen infrastructure and processes. You have to nurture your leads and lead them through their customer journeys within your sales funnel — straight into conversion. Your process probably already has a lot of different moving parts, which you can likely use better in terms of lead conversion.
But what is lead conversion, exactly, and how can it help you optimize your ROI? Below, we discuss lead conversion and some tips to follow to get that solid ROI you're looking for.
## **1. Optimize and Update Your Website**
If your website is just a glorified digital brochure, there’s a lot of wasted potential there that’s not translating to ROI. Make sure your website is updated — especially the contact information — and optimized. Yes, that does mean using on-page search engine optimization (SEO).
Your website is essentially an all-in-one landing page. With a few rules of thumb, you can make sure it does its fundamental job properly:
- **Provide timely, accurate information:** Do this when your target audiences need it. Your website is, indeed, part digital brochure — and because it is, it should provide all the necessary and updated details you want your target audiences to see.
- **Offer useful product- or service-related information:** This should build your brand. Even if you’re just giving free information to people who aren’t set on buying from you yet, you’re consistently establishing your authority and branding.
- **Make good use of audio-visual content:** Creating content for your website doesn’t need to be a full-blown effort from the start. However, don’t discount the impact of simple infographics, charts, graphs, and a quick video explainer or two.
- **Prominently feature promos and discounts:** Leverage your digital presence to create urgency. This can make leads jump a few steps further into your sales funnel than they otherwise would have.
## **2. Leverage Content and User Content**
Many decision-makers for organizations understand that it’s important to get their content out there, but they don’t know why or how to measure performance. It’s not their fault, though. Content marketing, especially inbound, can become rather complicated.
One thing that’s easy to understand, however, is that you can leverage your existing content to nudge your leads ever closer to conversion. What’s more, you can use pieces of content you didn’t even create to do the same. From a high-level perspective, you can do the following:
- **Internally link blog content:** This makes sure that topics meant for leads farther out from conversion — e.g. the need recognition stage — are linked to further reading that is either on the same level or further in — e.g. the information research stage.
- **Add proactive calls to action:** Do this when linking to content further down your sales funnel, but use appropriate approaches. Slinging promotions and discounts on a blog post meant for leads that aren’t marketing-qualified may backfire at worst or will be completely ineffective at least.
- **Never link away** **from your funnel:** Only link to content that’s meant for the same stage of the buyer journey or something further down the funnel.
- **Leverage user-generated content**: This type of content includes the reviews and testimonials you get! That’s free content you didn’t even write, and when used appropriately, social proof like testimonials can seal the deal for leads.
## **3. Use Landing Pages To Capture Targeted Leads**
There’s only so much you can do with good ol’ fashioned manual labor in the digital age. You'll inevitably need to use digital tools like landing pages for lead data capture. Landing pages are great if you can use them properly on a tightly defined audience, which means careful consideration of the lead gen pipelines you’re using to funnel audiences to specific landing pages. The people clicking through from a text ad should be served a vastly different landing page and lead capture form from the people clicking on your contact page link.
Still, there are general best practices when it comes to using landing pages to capture targeted leads, such as the following:
- **Use specific landing pages for specific campaigns:** It bears repeating that campaign-specific landing pages are invaluable for lead data capture.
- **Use an effective opt-in form:** Collect all the necessary information you require without scaring off your leads by making them do too much work. Additionally, be more flexible with input fields as leads may get turned off by strict data field requirements or things like dropdowns that don’t indicate the answer they’re looking for.
- **Use tracking and analytics:** Understand where your leads are coming from. If they arrive on a landing page, then you should also track how many leave versus how many enter their details.
## **4. Nurture Leads Through Email**
What’s great about lead nurturing through email is that you can set up an entire system and leave it on autopilot. Of course, remember to always offer something valuable and relevant — otherwise, you’re risking an unsub or worse, getting your emails sent to the spam folder.
Additionally, personalize to the same degree you automate email lead nurturing. Too much of one without the other will yield subpar results, if not the opposite of what you want. Personalization and automation go hand-in-hand in email campaigns, and most platforms can easily set up automated campaigns with a lot of personalization options from demographics to behaviors.
## **5. Use Marketing Automation**
There’s little to be said about marketing automation benefits that you don't already know. Let’s shift the focus a bit from the why to the how:
- **Set up marketing messaging triggers based on website behavior:** There’s no single popup to rule them all. Different actions should elicit different messaging and email nurturing campaigns. For example, leads who are viewing pricing information — whose email you already have — can be sent promotions and demo links, while people downloading content may be interested in additional, relevant material or a follow-up discussion.
- **Call ASAP:** For leads who’ve expressed every intention of dealing with you, you must seize the opportunity immediately. Set up marketing automation so you receive such alerts in real-time.
- **Keep an eye on how automation impacts speed to lead:** There are loopholes in automation that you may miss and cause stagnation in your speed to lead. Investigate these concerns instead of pulling a knee-jerk reaction like disabling the automation.
## **6. Use Lead Scoring and Retargeting**
In the same way marketing automation can help a ton with lead nurturing, automated lead scoring and retargeting can also improve efficiency and effectiveness.
Appropriate processes and standards of lead scoring will help you prioritize leads and optimize lead distribution. Meanwhile, lead retargeting reignites what would otherwise be a lead completely out of your funnel. Try re-introducing offers or presenting new ones to encourage a response.
## **7. Consider Follow-ups Over SMS and Conversational AI**
If you don’t have enough humans in your sales team to constantly manage lead gen volumes, AI automation can handle the slack. You can generate more conversations through AI-powered tools like Aktify's. Better yet, conversational AI can help identify lead intent, and even answer questions and perform appropriate follow-ups.
Aktify’s reliable, scalable solutions automatically activate sales prospects and deliver them to your sales reps as phone calls, ready for a more in-depth conversation.
## **Lead Generation and Nurturing Result in Lead Conversion Tactics for Optimized ROI**
Your lead pipeline is only as weak as its least-performing link. Conversion requires effective nurturing, and the lead conversion tips outlined in this article should get you started. Remember to experiment and collaborate with your team to generate new or better ideas for lead nurturing, too.
If you’re keen on getting 10x the ROI via reliable, scalable conversational AI technology that requires no software to install, [book a demo](https://aktify.com/get-demo) with Aktify to learn more about what we offer.
---
## Lead Distribution Strategies: Everything You Should Know To Get Started
URL: https://aktify.com/blog/lead-distribution-strategies-everything-you-should-know-to-get-started · Published: 2022-07-27 · Category: Lead Generation
How’s your speed to lead rate, and how well-oiled is your lead nurturing process? The speed at which you nurture leads directly impacts the rate at which you generate revenues. Leads shouldn’t be sitting still — they need to be generated, qualified, distributed, nurtured, and closed. To do that efficiently, you need a strategy at every step of the way. And one important step is forwarding leads to reps.
After lead generation, comes lead distribution. Much in the same way a lead generation strategy imposes an efficient structure onto your lead generation efforts, a lead distribution strategy will make your nurturing efforts more effective.
## **What Is Lead Distribution?**
Lead distribution is the routing of the leads you generated to your sales reps. You generate leads from various campaigns, qualify them, and then send them to your reps for nurturing campaigns. The critical aspect of lead distribution is matching the right leads to the right sales reps, because at a certain point of business maturity, your lead nurturing campaigns and sales teams will have more robust and well-defined standards and processes for turning leads into customers.
If that doesn’t seem like such a big deal, broaden the scope of what you’re imagining.
Just the simple mistake of sending information qualified leads to sales teams handling sales-ready leads can lead to some complicated situations. Hard selling leads who are still busy collecting information on what they want could easily backfire on your brand, not to mention adding to their touch point fatigue when you still want to keep nudging them in the right direction. From the business side of things, that also amounts to time wasted for the sales team members who need to constantly be churning output.
Lead distribution through software comes with the added benefit of automation. Given enough information, lead distribution software can automatically analyze, qualify, and assign leads to appropriate sales teams, reps, or campaigns. This naturally reduces manual effort and error, which again depending on the scale of the operation can be quite significant.
Additionally, effective lead distribution software and processes account for important factors on your side, as well. These include specializations, experience levels, and approach styles of your sales reps. Incorporating this information will improve the outcome of automated lead distribution.
## **Why Do You Need a Lead Distribution Strategy?**
You need a lead distribution strategy for the same reason you need a proper strategy in any other part of your business: to make the process more efficient. In this case, to make the distribution more efficient and effective, matching the right leads to the right sales teams or reps to increase close rates.
Internally, there are a few specific benefits that stand out:
- **It helps reps stay focused:** High output, high stakes roles are better alleviated by effective strategy. Lead distribution strategy ensures that sales reps can leverage their expertise and experience to nurture leads more effectively instead of just getting random leads and trying to muscle them through the process.
- **It increases speed to lead:** An efficient lead distribution strategy strikes while the iron is hot. It wastes no time in activating an interested lead and, if and when timely and applicable, forwarding the lead to the right sales rep.
- **It reduces overlooked leads:** Efficient strategy wastes little. In this case, a good lead distribution strategy ensures that practically all leads are qualified, assessed for suitability for distribution, and forwarded to the right place. Most of the time leads that fall through the cracks can be traced to improper qualification due to manual errors or missing information, both of which can be addressed by improving their portions of the overall strategy.
## **What Are the Types of Lead Distribution Strategies?**
There are generally three types of lead distribution methods.
### **Manual Lead Distribution**
In this format, sales reps manually “pull” leads from the database your company uses. Manual lead distribution typically comes in two flavors:
- **Cherry-picking:** Sales reps pick leads based on key information such as their industry, job roles, and other qualifications to better match their sales expertise and thus potentially increase the chances of a successful close.
- **Blind pulling:** Sales reps just pull a random entry in the lead database with no visibility into key information.
Solely relying on manual lead distribution isn’t very efficient for large enterprises, as you can imagine, but it might be ideal depending on circumstances, e.g. clients purchasing large volumes per sale so reps cherry-pick the leads to increase the close rate. On the other hand, it might also seem obvious to cherry-pick instead of blind pull every time. But again, depending on circumstances, blind pulls can greatly increase process efficiency. One example is blind pulls being used for a sales team that processes generated leads to try to convert them from cold to warm through quick offers.
### **Automated Lead Distribution**
Automated lead distribution uses lead routing rules to forward leads to sales reps that best match, according to specifications inputted into the system. Some formats of automated lead distribution include:
- **Round robin:** An automated lead distribution version of blind pulling, where routes simply lead to which sales rep is available at the time. Usually, sales reps are queued and leads are matched to who’s next in line.
- **Top performer:** A routing rule that prioritizes forwarding high-performing leads to top sales performers, therefore maximizing the close chances on high yield leads.
- **Territory:** Routing rules are based on which sales rep owns a specific territory, which is calibrated within the system. A territory can be a combination of factors and not necessarily a geographic territory.
### **Hybrid Lead Distribution**
Combining manual and automated lead distribution gives you a hybrid model, where leads are still forwarded to sales teams based on routing rules, but then individual reps in that team can pull the leads they want to work on.
A shotgun method of distribution is a common hybrid format where leads are distributed to specialized teams based on their type. Both automated and hybrid lead distribution are more often used in medium-sized to enterprise-level organizations, for obvious reasons.
## **Implementing a Lead Distribution Strategy**
Automate, optimize, and test. Simply put, automate lead capture wherever possible, automate lead qualifying as much as you can, and test the lead distribution strategies you use to sift through those leads.
Upon automating lead capture and qualification, you can outright dismiss leads that don’t meet your requirements or collect them into a pool you can revisit later. This will depend on your internal policies, but note that the key is to automate efficiently: always ensure the methods and tools for lead capture and qualification can give you as much valuable information as possible without the need for human intervention. Still, provide avenues for human contact where needed.
If your organization is at a certain stage of maturity, there is no real way around using automated or hybrid lead distribution methods, so there is a constant need for ongoing performance testing. You need to be able to create lead routing rules that send the right leads to the right reps based on important factors like location, experience, expertise, performance, and availability.
Then you need to test out the system you set up to pinpoint areas of improvement. Constantly. Again: Always automate, test, optimize, and repeat.
## **Effective Lead Distribution Strategies Make Sales Processes More Efficient**
Handling leads properly requires effective strategy, especially once your business grows to a scale where the quality and quantity of leads you generate forces you to adapt more complex approaches to lead generation, distribution, and nurturing.
Effective lead distribution strategies can make or break your entire lead pipeline. Trust us, we know what high performance looks like. Aktify's integrated solutions deliver 10x ROI for clients through reliable, scalable connections supported by conversational AI technology that’s invisible and requires no software to install.
If you’re interested in activating sales prospects and delivering them to your sales reps as phone calls, [book a demo](https://aktify.com/get-demo) with Aktify to learn more.
---
## Lead Management Guide: Convert More Leads to Grow Your Business
URL: https://aktify.com/blog/lead-management-guide-convert-more-leads-to-grow-your-business · Published: 2022-07-20 · Category: Industry Insights
Whether you're an established enterprise or a small startup, your business depends on leads to survive. Lead management helps you keep track of future prospects and make the most of each one.
No matter what size your business is, it relies on leads to stay in the black. From those visiting your website for the first time to motivated prospects who've been nurtured down the funnel, leads are potential candidates your sales team hopes to convert. They have different levels of engagement, but one thing is true of all leads — they can turn into profit, and lead management boosts your chances of conversion.
More than just a spreadsheet with contact info, the lead management process entails organizing, engaging with, qualifying, and tracking viable leads and directing your team toward those who are most likely to become your next customer. It takes a lot, but we've put together this lead management guide to help you create a system that works for you.
## **What Is Lead Management?**
In the broadest sense, lead management is the process of systematically collecting and parsing information on leads and leveraging those insights to maximize conversions. Manually keeping a record of potential customers and gauging their interest is part of lead management, but such outdated methods often fail to keep pace with rapidly growing companies. They also fail to provide the granularity and visibility needed for sales teams to make the best moves. That's why modern lead management systems go deeper.
We'll take a closer look later, but lead management often consists of these components:
- **Gathering** information on each lead's background and status in the funnel.
- **Organizing** that information into an insightful profile of each lead so that sales reps and marketers will be able to engage.
- **Distributing** it to the right agent at the right time so that they can convert.
- **Tracking **touchpoints with your business and the performance of campaigns to identify what works.
By collecting vital intel on each lead and consolidating it into one intuitive platform, lead management software keeps prospects from falling through the cracks.
## **Why You Need Lead Management**
Even small startups find that their leads can add up fast. Between website visitors, webinar attendees, email subscribers, and personal contacts, an [effective digital marketing strategy](https://aktify.com/blog/building-an-effective-digital-marketing-strategy) should generate many interested prospects, many of whom come with varying levels of interest and viability. That's why old-school spreadsheets and clientele lists can sometimes spiral out of control, leaving sales teams overwhelmed and ill-equipped to engage.
Lead management helps solve all of those problems. Quality lead management platforms offer a host of benefits to companies of any size, like:
- **Higher conversion rates.** Lead management platforms help sales teams sort through their list of potential customers and also keep track of how leads have been engaging with your business. This gives agents context as they interact with your leads, arming them with extra knowledge that they can use to make more sales.
- **Less leakage.** When obsolete lead management systems cause prospect lists to pile up, valuable business can be lost. Automated lead management platforms consolidate lead data, automatically update it, and give agents a clear idea of each lead's position along the buyer journey so that no lead will be left behind.
- **Longer relationships.** Some leads are ready to buy now, but others take more time. Many can be valuable clients long-term, and lead management systems help agents nurture relationships so that they can go the distance.
Lead management systems also seamlessly integrate into many CRM platforms and other software that your marketing and sales teams use every day. That allows them to simplify the rest of your team's workflow, yielding higher productivity, a faster response time, and a boost to the bottom line.
## **The Lead Management Process**
Effective lead management isn't just about keeping track of clients. It's about intelligently directing your resources toward each lead in a way that gets results. A quality lead management strategy should help agents guide clients through the funnel by breaking down the process into phases, namely:
1. **Lead Capturing.** The first stage of acquiring new customers is finding them. Website content, advertisements, webinars, emails, and social media campaigns are a few ways that businesses can [generate new leads](https://aktify.com/blog/how-to-generate-higher-quality-leads-for-your-sales-team), and lead management platforms can integrate this data into many CRM systems.
1. **Lead Enrichment & Tracking.** Once initial lead data has been gathered, lead management software can go further by creating a profile complete with publicly available information. This gives salespeople a clearer idea of their audience, allowing them to give a more relevant pitch to the prospect's needs.
1. **Lead Qualification.** For insights on which lead to pursue, lead management programs use contact scoring to rank each prospect by their interest. That way, agents will contact the lead who is most likely to convert first and nurture those at the top of the funnel until their interest piques.
1. **Lead Distribution.** Sales teams are busy, and if left to themselves, they may not be able to reach every lead as promptly as they'd like. Whether they use a random, round-robin, or custom technique, lead management systems automatically assign each prospect to an agent who is ready to help.
1. **Lead Nurturing.** When leads aren't sales-ready, the next step is to educate and demonstrate value. Lead management systems can show agents where leads are along the journey, what content they've been exposed to, and how they can keep the relationship going until they're ready to buy.
Outdated methods won't do when sales teams have so many leads to keep track of and so much profit at stake. By giving insights into how best to connect with a potential customer, lead management systems optimize the use of all of a company's resources so that they can achieve their ultimate goal: converting leads into clients.
## **Lead Management Best Practices**
As you build out each phase of your lead management system, these best practices can help you along the way:
- **Assess your current needs.** They may be at different stages in their development, but enterprises and startups alike must continually be on the lookout for new leads. Before you begin the lead generation phase, evaluate how many you need to gather and how many you expect to convert.
- **Form a plan. **Once you've estimated how many leads you'll need, develop a lead generation strategy to help you reach them. Marketing and sales should collaborate closely to create campaigns that both resonate with your base and that agents can leverage to nurture the leads you gain.
- **Be nurturing. **Since a diverse campaign strategy will deliver leads that are at different tiers of the funnel, you'll need a plan for how to nurture each one. Prepare educational assets like e-books or articles that display your product's value, and build alert systems so that agents can keep in touch with leads who aren't quite ready to buy.
- **Develop qualifiers. **There are many ways to do it, but your lead management system must have some way of ranking leads to see which ones warrant the most pursuit. [Contact scoring](https://blog.hubspot.com/marketing/lead-scoring-instructions) can be as simple as "Very Interested," "Somewhat Interested," or "Not Interested," and while it will likely entail more variables than that, it will keep your agents pursuing the most viable leads.
- **Clearly communicate. **If your lead management system is too hard to follow, your agents' productivity will be weighed down. Keep your lead profiles concise yet insightful so that agents have all their data at their fingertips.
- **Continuously monitor. **There's always room for improvement, and the buyer's journey should never stop with the initial sale. Lead management systems can display many valuable metrics to give insights into your teams' performance, so leverage these to find what is working and where you can improve.
Fundamentally, your lead management system should organize lead data, give helpful insights for engagement, and help agents triage their long list of prospects. If it does that, you're likely to see your conversions rise.
## **Take the Lead With Aktify**
Today's business world demands that sales teams pursue more leads than ever, and keeping track of it all is no small task. Aktify's AI-powered messaging solution creates authentic conversations between early-stage leads and connects interested prospects with agents when they're ready to talk. The result is fewer lost leads and more conversions — to the tune of a 10x higher ROI for our clients.
If you'd like to see how our machine-learning algorithms can boost your sales team's performance, [contact our team](https://aktify.com/company/contact-us), and take the lead today.
---
## Understanding Different Types of Sales Leads
URL: https://aktify.com/blog/understanding-different-types-of-sales-leads · Published: 2022-07-14 · Category: Industry Insights
Sales is about having the right conversations with the right people at the right time. Fundamentally, you want to understand what your potential customers need, as well as what they don’t like and find objectionable, and then use all that information to present the best solution in the most positive light. That’s great for one-on-one sales talks, but what about a larger scale?
The broader, strategic approach to large-scale sales pretty much follows the same philosophy, but with a foundational structure. It’s called the customer journey — or buyer journey or cycle. Depending on who you ask, it consists of three to five phases:
- **Need recognition:** Your potential customers recognize the need for the solution you provide
- **Information research:** They’re now researching additional information to learn more relevant data for their purposes
- **Competitor research:** They’re shortlisting potential providers of the solution
- **Purchase decision:** They’ve chosen to purchase but need to find out the most efficient way to do so
By and large, this typifies your customer’s buyer journey. The way you approach potential customers — your leads — depends on where they are in their cycle. For example: Hard pitching a direct sale to a lead who doesn’t even recognize the need for your solution is likely to backfire while explaining features to a lead who’s already decided to purchase only wastes their time.
This is why there are types of sales leads and applicable tactics to efficiently convert them into paying customers.
## **What Are Sales Leads?**
A sales lead is a potential customer: someone who fits your target profile and has expressed interest in doing business with you. Sales leads may also include people who have not definitively talked to you about doing business but are likely to do so in the future.
Online, sales leads express interest by getting in touch to get more info, filling out forms, or downloading collateral. Leads are nurtured or nudged into the next stage of their customer journey, usually through conversations such as email exchanges or phone calls where sales reps determine if they properly qualify as prospective customers.
## **Different Types of Leads in Sales**
Different companies will have unique classification rules for sales leads. However, there are general categorization guidelines. You can customize these definitions based on internal policy or campaign objectives.
### **Cold Leads**
People who fit your ideal customer profile but have not expressed interest in your solution. These people might not even be at the need recognition stage of their journey.
This might not make practical sense at first because that means, by default, you have as many cold leads as there are people on the planet — but it helps when contextualizing leads.
Visitors to your website, for example, may be classified into cold leads or something “hotter,” depending on where they land. For instance: If every new visitor to an introductory blog post is a cold lead, you can help them progress in their journey by offering further reading, and if they click through to a recommended webpage or blog post they may consider reaching out and thereby classify as a type of sales lead closer to conversion.
### **Generated Leads**
Many businesses classify between cold and warm leads, but you might find a use for a category called “generated leads.” Not entirely cold and just a push away from becoming warm, these leads are people who make contact with at least one of your key touch points and in doing so you’ve captured a bit of their data to follow up.
They downloaded a free asset or followed your company on Twitter or LinkedIn. Regardless, they’re no longer completely cold and may constitute a pool you can nurture into warm leads.
### **Warm Leads**
As opposed to cold leads, warm ones are familiar and interact with your brand, so there’s an existing relationship that makes it easier to convert them. These people are somewhere in the need recognition or information research stage of their cycle.
### **Hot Leads**
Hot leads progress from the warm categorization by directly expressing interest that they might be ready to buy. The temperature connotation reflects the urgency with which you should converse with these leads to show them that you’re the best source of the solution they want. They are typically in the information research or even the competitor analysis stage of their buyer journey.
### **Information Qualified Leads (IQL)**
“Information qualified” refers to the fact that these leads are beginning to research the solution they want to purchase. Indicators like joining newsletters reflect their motivation to learn more about their needs and closely investigate the best way to meet them. These leads are firmly in the information research or competitor analysis stage.
### **Marketing Qualified Leads (MQL)**
Once they are actively researching solutions and shortlisting potential providers, they become marketing qualified — ready to be engaged in more direct sales campaigns. Firmly in the competitor analysis phase of their cycle, these leads conscientiously pursue actions that show how invested they are in finding the right solution, such as participating in company-sponsored offerings or attending events.
### **Sales Ready Leads (SRL)**
Leads in the purchase decision stage of their journey, they have completed all preliminary research and are resolved to buy. These people actively download buying guides and look at reviews for your solution specifically.
### **Sales Qualified Lead (SQL)**
The final categorization of leads that only need a company representative to walk them through completing a purchase.
## **How To Turn Leads Into Prospects**
So how do you turn leads into actual prospects, or rather, from cold to warm to hot and beyond? The simple answer is through active and passive means.
### **Outreach**
You can actively reach out to a particular sales lead and pull them further into their customer journey. Typically you offer promotions or discounts or provide perfectly timed collateral — i.e., they need the information you provide to get closer to conversion.
### **Nurturing**
You can develop a more passive nurturing campaign that makes it easier for leads to progress from one category to the next. Some examples would be:
- Offering further reading within your domain
- Placing more proactive signup popups for specific web pages targeting hot leads or beyond to ensure they’re more invested and likelier to take action
- Using various formats of content and collateral to present information on your solution, as different types are better suited for specific phases of the customer journey — for example, simple infographic blog posts are better for need recognition, while bullet point pricing guides should be reserved for competitor analysis
Usually, outreach and nurturing are intertwined into a cohesive approach automated by software or digital platforms to make the work easier. Aktify, for example, creates thoughtful conversations at the right time by leveraging data science and machine learning.
### **BANT: Budget Authority, Need, and Timing**
You can use well-structured frameworks to better qualify sales leads, such as the BANT qualifying process. The BANT framework combines the yes/no criteria of Budget and Need with the relative criteria of Authority and Timing that requires more detail to more accurately classify leads:
- **Budget: **Does this lead have the budget to purchase your solution?
- **Authority:** Does this lead influence the final purchase decision for your solution? In what way?
- **Need:** Does this lead have an existing or future need for your solution?
- **Timing:** Does this lead constitute the ideal contact point for when the purchase decision will be made? If not, who’s the best alternative?
Used extensively in B2B sales, the BANT framework takes into account that customer journeys span specific time frames, and while your sales leads are your contact points, it’s ultimately the companies they work for who purchase your solution. From there, it helps you identify if your sales leads are the ideal ones with which to engage.
## **Convert Different Types of Leads in Sales with Aktify**
At Aktify, our integrated solutions render 10x ROI for clients through authentic, meaningful connections empowered by conversational AI technology and a science-first approach.
If you’re keen on a reliable, scalable revenue channel that’s essentially invisible with no new software to install, we can activate your sales prospects and deliver them as inbound phone calls to your sales teams. [Get in touch](https://aktify.com/get-demo) now.
---
## Increase Product Knowledge To Boost Sales
URL: https://aktify.com/blog/increase-product-knowledge-to-boost-sales · Published: 2022-07-06 · Category: Company News
One of the most effective ways to increase your sales and maximize profit is to ensure your sales staff has product knowledge. This makes it easier for them to close deals because they understand the product and the value the customer gains from it.
It is paramount for your sales personnel to have a clear and accurate understanding of your product and its features. Knowing the entire ecosystem surrounding your product arms your sales reps with the ammo they need to sell better.
Customers respond better to a sales pitch when they trust that the rep has accurate information on the product. Additionally, the conversation flows better when the sales rep can answer all the customer's questions.
## **Benefits of Product Knowledge**
### **Speed up the Sales Cycle**
When your sales reps know your product inside-out, they can see the value in it. This way, they're motivated and excited to share the benefits with the customers. Additionally, the confidence they gain from their in-depth product knowledge enables them to tailor the product's features and benefits to suit different types of customers.
Having extensive product knowledge makes it easier for your sales team to provide factual information and demonstrate the features to customers whenever objections arise. When your sales reps can answer customer questions immediately without consulting other departments, the sales cycle moves faster, resulting in more sales.
### **Boost Your Reps' Credibility**
As a customer, you would be extremely frustrated if the sales rep you were asking about a certain product were fumbling or unable to answer you. Superior knowledge of your product gives your staff credibility in the eyes of the customer. They are viewed as experts when they can skillfully handle questions and objections.
When customers feel like they are talking to an expert, it is easier to build trust. They know they are getting accurate information about the product, as opposed to a transparent half-baked attempt to sell. Relationship building is an essential part of the sales process, and it's made a lot easier when the customer trusts the sales personnel.
### **Improve Communication**
With a thorough understanding of the product, your sales reps can employ different techniques when presenting their pitch to the customers. They can adapt to any situation because the baseline is knowledge of the product. This gives them stronger communication skills.
In most cases, sales reps find themselves talking rather than communicating. Your sales staff need to be trained to sell product benefits, not features. It's all about meeting the customer's needs, not getting the product off the shelf. When your sales reps can effectively demonstrate the value of your product to customers, there's a dramatic increase in sales.
### **Boost Confidence and Enthusiasm**
When your reps know all there is to know about your product, they're more confident when making the sales pitch. Product knowledge empowers them to exceed the customers' expectations and easily handle the sales process. Whatever question the customer has is answered tactfully.
Product knowledge also significantly boosts enthusiasm. When customers can tell that the salesperson is enthusiastic about a product, it is easier to believe that it is the best solution to their problem. The best way to boost enthusiasm is for reps to believe in the product. When they use the product and understand its features and benefits, it's easier to make a compelling enthusiastic pitch.
### **Create the Ideal Customer Experience**
The customer's journey starts with the first interaction with the company's rep. Product knowledge helps ensure a smooth transition from a prospect to a loyal customer.
Creating an exceptional customer experience sets you apart from your competitors, and this can be achieved through product training. With product knowledge, the sales reps can see things from the customer's perspective. This way, everything from the pitch to the sale is tailored to meet the customer's needs, and any hurdles that may arise are handled tactfully.
## **How to Gain Product Knowledge**
It is essential to educate your sales teams on the entire ecosystem of your product. How is it made? What value does it give to the user? How should it be used? Here are a few simple practices to increase your sales staff's product knowledge:
### **Use the Product**
The simplest way to learn about a product is to use it. Having your sales team use the product and interact with it arms them with all the knowledge and experience they need to sell it.
Salespeople often get too excited about features and forget to sell the product's benefits. Customers want to know why they should purchase your product and how it solves their problems. When your sales reps have used the product and are familiar with it, it's easier for them to highlight the benefits using their first-hand experience.
### **Learn From Other Employees**
You can increase product knowledge in your company by creating a culture of shared knowledge. Your sales reps should be free to seek feedback and information from other reps and even staff from other departments. If a rep does not know the answer to a question, there should be a clear communication channel with a resource person.
The product team should share as much information as possible about the product with your sales team. They are the experts and can help answer questions about product features that could help boost sales.
### **Engage With Relevant Industry Content**
Use innovative means to augment your sales team's learning process. Provide all of the relevant product learning materials needed to better understand the product. Provide this information through convenient media, such as interactive videos, articles, documents, and even product learning apps. The idea is to provide as much information in the most concise way possible.
It is also essential to keep up with any upgrades in the industry. Keep your team up-to-date on any new changes they should be aware of. This way, should the customer ask a question, your reps can give a detailed, thought-out answer.
### **Schedule Regular Product Training**
Product knowledge is not static. Just because your team is already familiar with a product does not mean training is complete. The consumer today is very advanced, and there’s a need for change very often. New market trends are cropping up daily, and your sales team must be able to keep up with the fast-paced nature of the market.
Ensure your team's product knowledge remains current by scheduling training sessions at least weekly. This time should be used to train them about any new features or solutions to problems that arise. Arming your team with knowledge of recent improvements to your product boosts sales because customers are always looking for a better product.
### **Monitor Customer Feedback**
Customers trust online reviews and testimonials just as they would a personal recommendation, which is why you should pay attention to what is said about your company and your product. This way, you can spot issues and areas where customers lack information. You can then train your sales team on the issues to avoid further occurrence.
Read what consumers have to say about your competitors as well. You will learn the features they like the most and what they expect from your brand. You can use this information to greatly improve your sales team's knowledge.
## **Bottom Line**
Product knowledge is one of the essential skills that increase sales. When a knowledgeable salesperson is confident and enthusiastic, customers can pick up on that. Training your sales team to become product experts can only have a positive impact on your business.
[Aktify](https://aktify.com/) can help you connect with your consumers through positive experiences. We activate sales prospects and deliver them as inbound phone calls to your sales team. Contact us today to find out more about our solutions.
---
## Sales Acceleration Guide: Convert Leads Faster
URL: https://aktify.com/blog/sales-acceleration-guide-convert-leads-faster · Published: 2022-06-29 · Category: Company News
With marketing and sales often siloed off into separate departments, it’s easy to forget they share the same goal: to drive revenue for your company. Without strong marketing, sales teams risk wasting time on poor-quality leads, while a weak sales team makes it harder to capitalize on marketing success.
Depending on your industry, it can be hard and costly for your sales team to qualify every lead sent by the marketing team. For example, an enterprise-level B2C service may receive hundreds of leads each day. Since a sales rep needs to attempt contact, on average, [eight times to reach a customer](https://www.rainsalestraining.com/blog/how-many-touches-does-it-take-to-make-a-sale), it’s more cost-effective to focus on leads ready to make a purchase. However, determining who fits into that category is not always easy and can lead to many prospects slipping through the cracks.
It leaves the question of what to do when marketing generates more leads than your sales team can handle. How do you ensure you’re contacting the hottest leads? Through sales acceleration, teams can gather critical insights to help move leads through the sales process.
## **What Is Sales Acceleration? **
Sales acceleration refers to any strategy or tool that pushes leads through your sales cycle with greater efficiency. Sales acceleration is designed to increase sales and marketing activity yield by cutting out or automating inefficient processes.
For most companies, sales acceleration involves implementing new technology, such as automation, AI, and data visualization, to drive more sales for the business. Overall, it’s about getting a lead to convert faster without putting more strain on your team.
Since businesses vary widely by industry, sales acceleration strategy can take many forms. For some, sales acceleration involves an overhaul of their entire sales process, including hiring and training. For others, it could mean adding software that makes the sales process go a bit faster.
## **How Does Sales Acceleration Fuel Business Growth? **
When implemented effectively, sales acceleration will reduce your cost per acquisition, increase your team’s capacity, and shorten your sales cycle. By shortening your sales cycle, you free up your team to engage with more prospects more frequently, generating additional sales. This can mean the difference between revenue growth and stagnation for some businesses.
## **What Are the Sales Acceleration Solutions?**
There are sales acceleration tools that solve all kinds of business problems. Whether you’re struggling with lead qualification, an overworked sales team, or messaging, there are numerous tools to streamline your sales process.
### **Lead Qualification**
Buying is not a linear process. One day a customer could be desperate to switch cell phone carriers only to be distracted a few hours later. In some cases, it can take years for a customer to decide. If you are in sales, you want to make sure you reach leads when they are receptive to your message. There are many sales acceleration tools that can make it easier to find and reach qualified leads.
### **Lead Scoring**
Lead scoring allows you to identify customers who are most interested in purchasing their products. Businesses assign numerical values to prospects based on their target audience, website activities, and other information collected from their website. For example, you may give a lead who’s viewed multiple pages of your website a higher score than one who left after a few seconds.
Businesses interested in using lead scoring can implement a system manually or try [predictive lead scoring](https://www.hubspot.com/products/lead-scoring?hubs_post=blog.hubspot.com%2Fmarketing%2Flead-scoring-instructions&hubs_post-cta=here). Machine learning parses through thousands of data points in predictive lead scoring and picks out your best leads.
### **Email Tracking**
Sales reps spend a significant portion of their day writing emails to customers who never respond. [Email tracking](https://www.hubspot.com/products/sales/email-tracking?hubs_campaign=freemiumacquisition-emailtracking&hubs_content=www.hubspot.com%2Fsales%2Femail-tracking-guide&hubs_cta=www.hubspot.com%2Fsales%2Femail-tracking-guide-text&hsCtaTracking=5f6f9ca6-5f03-488e-89cd-333bf2fab499%7Cf458afda-2066-47de-80fe-f43114be63b2) saves your sales team time by notifying them when a customer opens their email, which links they click on, and any attachments they’ve viewed.
### **Automation**
[Following up on prospects](https://blog.hubspot.com/sales/the-best-day-to-prospect-and-14-more-need-to-know-sales-stats) can be time-consuming, especially in the B2C vertical, where qualified leads overwhelm sales teams. Because new leads are constantly funneling into call centers, the average sales rep follows up two to three times before moving on to the next prospect.
Automation makes it easier for sales teams to follow up with customers. Instead of relying on their memory, sales reps can schedule emails or texts that follow up with prospects at a later date. Companies can even develop scripts for their sales team, reducing the time they spend writing.
### **Data Visualization and Analytics**
Marketing works hard to gather insights that inform decision-making, but they aren’t always accessible to your sales team. You can highlight analytics most beneficial for your sales team through data visualization tools and display them in a visual, easy-to-understand format. Sales can then use that data to craft effective messaging for prospects, among other use cases.
### **Artificial Intelligence**
Grow the capacity of sales through artificial intelligence. Now capable of emulating natural human speech, AI can analyze the interest level of simultaneous prospects based on their responses and forward the most qualified leads to sales agents.
## **How Do You Implement Sales Acceleration?**
Understanding what sales acceleration is and why the solutions promote business growth is the first step of this process. The next step is applying the following strategies to covert leads with maximum efficiency.
### **Analyze Your Business**
Before creating your sales acceleration strategy, determine weak points in your business through qualitative and quantitative research. You can measure performance based on hard data, but don’t forget to interview your sales team as well. Your team will be able to tell you how they spend their time, what frustrates them, and what they struggle with, allowing you to pinpoint opportunities for sales acceleration.
### **Set Goals**
Next, diver deeper into your sales process, determine areas of improvement, and set concrete and measurable goals. For example, if you notice your sales team has a low email open rate, aim for a rate that exceeds industry standards. Ensure you can measure goal attainment through key performance indicators. KPIs worth noting include:
- **Sales Cycle Length**: The average time between the first touchpoint and close.
- **Average Lead Response Time**: The average amount of time it takes for your sales rep to follow up with a lead.
- **Activity Ratios**: The success rate of each sales activity. For example, the number of customers who fill out a form on your website.
### **Define Your Target Audience**
You want your sales acceleration strategy to help, not hurt, your ability to reach your target audience. If your product or service is only applicable to certain population groups, like people over the age of 55, find a tool that helps you disqualify leads outside of your target audience.
### **Choose the Right Tools**
You’ve determined what* *you want to achieve. Now decide how* *you want to achieve it. Implement solutions that advance your goals and integrate with pre-existing business tools. You may find numerous free sales acceleration tools, but your business problem may be best addressed through a paid solution.
### **Refine Based on Feedback**
If your sales acceleration strategy involves a massive process overhaul, don’t be alarmed if your team gives a negative response. It takes time to get used to a new process. If your team still struggles after an adjustment period, consider refining your process based on their feedback.
You may also discover better-use cases for your technology as you learn more. Don’t be afraid to apply your new knowledge. With new technologies arriving daily, expect sales acceleration to be an ongoing process.
## **Sales Acceleration for Your B2C Enterprise**
Accelerate business leads by using Aktify’s cutting-edge artificial intelligence platform. With Aktify, your business can have text conversations with thousands of sales prospects without your sales team lifting a finger. [Contact Aktify for a demo](https://aktify.com/get-demo) to see how you can increase capacity and free up your sales team to focus on what matters most: closing sales.
---
## The Best Sales Software For Optimizing Your Sales Process
URL: https://aktify.com/blog/best-sales-software-for-optimizing-your-sales-process · Published: 2022-06-08 · Category: Lead Generation
One of the best ways to rise above your competitors is to have a sales strategy. For your strategy to be successful, you’ll need to incorporate sales software.
It is easy to miss several vital opportunities when every part of your sales process is executed manually. On the other hand, the best sales software makes it easy for you to visualize and understand data to make informed decisions about your business.
There are tons of sales software available, so it can be overwhelming to choose from. This article will help you understand different types of sales software so you can choose the one that suits your business best.
## **What Types of Sales Software Do You Need?**
You might be thinking you’re in the clear since you have a CRM platform, but that alone won’t cut it. You’ll need more than a CRM to optimize your sales process. Several platforms offer more than one functionality, which gives you more bang for your buck. If you’re unsure where to start, consider the following four types.
### **1. Sales Automation**
Sales automation software is what you need to mechanize manual, time-consuming tasks that take up your salespeople’s time. It streamlines sales by automating tasks at each step of the sales process. Sales automation software automates data entry, logs activity, and fast tracks communication with prospects through calls and email.
It also optimizes your sales process by facilitating communication across the entire organization and with your customers. It gives your salespeople the space to focus more on essential activities that drive revenue.
What are some of the benefits of sales automation software?
- Increases productivity and performance of sales reps
- Saves you time
- Helps forecast sales data that is useful in decision-making
- Accelerates your sales process
- Increases customer satisfaction by reducing response time
- Enables your salespeople to focus on selling
Some of the best sales automation platforms include Pipedrive, HubSpot Sales, Monday.com, Chilipiper, Yesware, Prospect.io, and Growbots.
### **2. Sales Prospecting Tools**
Sales prospecting is the process of looking for potential customers and connecting with them to grow your client base and generate more revenue. Sales reps spend a lot of time prospecting, especially now that customers are becoming increasingly demanding.
Generating good-quality leads can be grueling and time-consuming, but it is an essential part of your sales funnel — it is responsible for building your sales pipeline. You can save your teams’ time and effort by investing in sales prospecting tools.
Sales prospecting tools boost efficiency and significantly impact your sales process. With sales prospecting tools in place, all you need to do is enter the criteria used for targeting prospects. The tool then will build a lead list with their contact information. This way, you get good-quality leads in less time.
A sales prospecting tool will benefit you in various ways:
- Saves time
- Helps to uncover qualified leads
- Improves your customer service
Some of the best sales prospecting tools include Leadfeeder, LinkedIn Sales Navigator, FollowerWonk, and ZoomInfo.
### **3. Sales Enablement Software**
Sales enablement software gives your team a central location to access all the materials and content they need for their job. With a sales enablement software solution, your team can access your content, marketing, and sales cycle at any time. Sales enablement software usually comes with many organizing tools and a dashboard for your sales funnel.
Providing your team with all the tools, materials, and resources they need enables them to sell more efficiently and effectively. This will have a tremendous impact on your revenue generation. Moreover, maintaining open lines of communication between sales and marketing makes it easier for them to collaborate on creating content to be shared with customers and prospects.
Some popular sales enablement software solutions include Ambition, Boomerang, Cloze, Datanyze, HubSpot, and Salesforce.
### **4. Scheduling Software**
In some instances, leads fall through the cracks simply because your sales reps forgot to reach out to them or do a follow-up. Investing in scheduling software solutions can help you improve work efficiency, reduce costs, and maximize productivity.
Scheduling software makes it easier to book and manage meetings with leads, which means fewer chances of losing prospects due to oversight. Moreover, it dramatically boosts your access to a lead — a key determinant of success in today’s market where the customer is used to instant gratification.
Scheduling software will also help you keep your business in order. Switching from manual scheduling to scheduling software gives you better visibility, which helps prevent scheduling conflicts. With everyone on the same page, employee engagement and productivity will increase.
Calendly, Chilipiper, AppointmentPlus, and DriftMeetings are scheduling software to consider.
## **How To Choose the Right Software**
Every business has a unique sales process, client base, and growth dynamics. You know your company best, so it’s up to you to decide what works and what doesn’t. These are some of the factors you should consider when choosing the best sales software.
### **What Are the Needs of Your Sales Organization?**
Most companies make the mistake of focusing more on vendors and options instead of their business needs. Your primary focus should be on your organization’s needs and priorities. What are some of the pressing challenges that you need to fix? How will the software be received by your staff? What is your budget? Before diving into the market, these are critical questions you need to answer.
### **What Is Your Sales Process and Strategy?**
You should also consider your sales process and the strategies you need to implement. This way, you’ll know exactly what you’re looking for in a solution, and you won’t waste your money.
### **Look at Ease of Use**
Remember that your employees have to embrace the new software, so make sure it isn't overly complicated. Otherwise, you’ll have to spend more time and resources to train your staff on how to use the software.
### **Does It Provide Analytics and Data?**
You'll need constant, regular feedback to make decisions that'll grow your business. The best software offers analytics and data to help track performance.
### **Does It Integrate With Your CRM?**
One of the reasons you’re investing in software solutions is to streamline operations. Thus, you don’t need another independent working system. Instead, you should consider a solution that will integrate seamlessly with your existing CRM.
### **What Functions Are You Looking For?**
It is not advisable to commit to a standard, inflexible sales automation platform. You don’t want to pay for functions you won’t use, so you should determine what you have and what you’ll need from the new solution before making a decision.
### **Can You Test It?**
It is always wise to request a demo or free trial before purchasing software solutions. This is a learning process where you can ask questions and get a feel of how everything works and whether or not something is a good fit for your business.
## **Supplement Your Tools With Conversational AI**
The advances in Artificial Intelligence have made it possible to move prospects through the sales process without software. AI solutions like Aktify can contact, nurture, and schedule meetings with prospects without learning any new software.
AI agents are customizable, so they can easily become knowledgeable of your company's unique processes. Additionally, you get near-instant speed to a prospect via conversational AI over SMS, giving you a significant edge over your competitors.
Embrace the future today by partnering with [Aktify](https://aktify.com/). We offer the best sales software that uses data science and machine learning to delight your customers through conversation, helping you develop deep, meaningful connections. Reach out to us today and let us connect you with your customers through positive experiences.
---
## How To Increase Your Speed To Lead
URL: https://aktify.com/blog/how-to-increase-your-speed-to-lead · Published: 2022-06-01 · Category: Lead Generation
Many companies spend a lot of money to generate leads but end up dropping the ball when it comes to responding to them. The faster you respond to a lead, the more likely you’ll move them through your sales funnel and convert them to a paying customer.
When a lead signs up fills out a form, they are interested and willing to engage. This is your chance to acknowledge them and offer solutions to the problems they are facing. Taking forever to respond to your leads causes frustration on their part and increases the chances of you losing them to your competitors.
Surprisingly, many businesses struggle to contact their leads fast enough to begin a working relationship. A [Harvard Business Review report](https://hbr.org/2011/03/the-short-life-of-online-sales-leads) shows that 55% of companies take longer than five days to respond to a new lead, while 12% fail to reach out completely. This guide covers the importance of speed to lead and how you can increase yours.
## **What Is Speed To Lead?**
Speed to lead is the period between a lead expressing interest and your business responding. It refers to the time it takes your business on average to respond to a qualified lead. The moment a prospect becomes a lead varies from one organization to another, but it’s generally when the person signs up for an account, fills a form, or requests a demo.
The method of communication is also dependent on the specific company. Speed to lead does not prioritize one method over another. It simply accounts for how quickly you respond to your leads, whether by SMS, email, or social media channels.
## **Why Does It Matter?**
Great timing is the key to conversion, and the ultimate goal of any sales and marketing strategy is to convert leads into customers. Responding fast to your leads means you’re connecting with them when they’re the most receptive.
The more time elapses, the harder your lead conversion process becomes. Today, the customer’s journey includes self-education. When they express interest, they are usually looking for meaningful interactions. They have a challenge they want to overcome and are looking for a solution. Your job is to meet their needs with a solution that can help.
Customers typically want a quick response to their inquiries. Every minute counts — literally. According to a [ study by Salesforce](https://www.salesforce.com/au/blog/2015/07/the-quick---the-dead---why-responding-first-is-critical.html), 78% of customers will buy from a company that responds to their inquiries first. Therefore, a fast response rate gives you a competitive advantage. Taking too long makes your lead lose interest and move on to more important projects.
Being quick is important, but it does not necessarily guarantee that your lead will progress through your sales funnel. Aside from being fast, your response needs to be customer-centric, well-organized, and purposeful. The value of the response matters just as much, if not more, than the speed.
It’s also important to note that scheduling can be pretty labor-intensive, even with speed. You are working with the prospect’s calendar, and it often takes up to four days of back-and-forth with leads before scheduling. The idea is to be as helpful and accommodating as possible.
## **How Fast Should Your Speed To Lead Be?**
Speed to lead is an important metric you can use to measure the effectiveness of your sales process. You should strive for instant speed to lead. This means that you respond to leads the moment they initiate contact. Businesses that respond to prospective customers within five minutes are [100 times](https://hbr.org/2011/03/the-short-life-of-online-sales-leads) more likely to close.
Keep in mind that your prospects are used to instant gratification. When your customer is surfing the web, they have multiple other options just a click away. Your response speed is the first step to ensuring a positive customer experience and increases the chances of developing a meaningful working relationship.
## **How To Increase Speed To Lead**
Having looked at the importance of a fast response time to your conversion rates, you may be wondering how to improve your response time. Here are a few practical steps you can take to increase your speed to lead.
### **Optimize Landing Pages**
Your landing page has a huge impact on your conversion rates. What does it look like? Is it engaging enough for prospective customers? You should optimize your landing page to engage prospects the minute they land on your website. You can consider incorporating demo requests and live chat options to show prospects that you are accessible and responsive.
Landing page optimization reduces friction and makes it easier for the prospect to initiate contact. You should take every opportunity to engage your leads as soon as possible. This translates to a higher conversion rate, lower customer acquisition costs, and a greater return on investment (ROI) on your ad spend.
### **Ask the Right Questions on Lead Forms**
One of the leading causes of a slow response time is the time taken by your sales rep to gain a baseline level of knowledge of the prospect before responding to them. In some instances, reps favor certain leads and ignore others based on the work involved in researching the leads.
To help counter this, you should ensure you ask the right questions on the lead forms to give your reps enough information to go on. Of course, the forms should be concise and to the point, but you can include questions about the company size, budget, and customer relationship management (CRM).
The information needed by your reps should inform the questions you ask on lead forms. This way, your sales reps have access to the information instantly, and there is no need to spend time looking for it.
### **Automate Lead Delivery**
You can speed up your lead response time by cutting lead processing time to its bare minimum. This can be achieved by automating your lead processing and using a CRM or lead management system, ensuring you get the right leads to the right people quickly.
Automated matching solutions take your inbound leads and match them to existing accounts within your CRM. These solutions automatically route your leads to the most suitable reps for instant follow-up. As such, there is virtually zero loss of leads in the system, and you do not miss any sales opportunities.
Once the leads are in contact with the sales reps, it’s also important to manage their effectiveness and responsiveness. This is also made possible with automation. You should strive to automate every step in your sales process to free up your reps’ time so they can focus more on sales activities and customer interactions.
### **Use Short Message Service (SMS)**
While speed to lead as a metric is not method-specific, reaching out to prospects on their most preferred channel is advisable. According to a survey by [ Small Business Trends](https://smallbiztrends.com/2021/07/customers-prefer-texting-business-real-people.html), almost three-quarters of customers prefer communicating with businesses through text messages, provided it is a real person.
Communicating through SMS greatly impacts speed to lead because the average response time to SMS is 90 seconds, compared to other methods like email, which take significantly longer. SMS makes scheduling a lot easier because it can be done in seconds.
## **Final Thoughts on How To Increase Your Speed To Lead**
There are more than enough statistics to prove that the faster you respond to a lead, the easier it becomes to qualify that lead and move them through your sales process. For this reason, you should invest in cutting down your response time and gain an edge over your competition.
You can take several practical steps to increase your speed to lead, but if it’s all manual, you’re not doing it fast enough. You need automation to boost conversions, save time, and save money.
[Aktify](https://aktify.com/) can help you reach your speed to lead calls. We use robust data science and machine learning to engage customers through well-curated gestures and conversations. Contact us today and let us connect you to your customers through positive experiences.
---
## Building an Effective Digital Marketing Strategy
URL: https://aktify.com/blog/building-an-effective-digital-marketing-strategy · Published: 2022-05-26 · Category: Industry Insights
Even before the advent of the digital age toward the end of the 20th Century, many businesses saw their marketing strategy begin to change somewhat significantly from the earlier norms of the Industrial Revolution. Previously, businesses had prioritized their upstream resources. These are essentially the resources that a company controls itself, such as manufacturing, research and development, employee quantity and quality, and so on.
However, toward the end of the 20th Century, more and more businesses began seeing the necessity of their downstream resources. These resources do not lie within the businesses themselves but rather occur in the marketplace made up of potential customers, loyal consumers, product placement, word-of-mouth, etc. In short, downstream resources relate to a company’s broader marketing strategy.
While these downstream resources may seem riskier since they, unlike upstream resources, are not entirely within a company’s control, they do provide a much greater treasure trove of potential for long-term growth and success of a sustained brand. For businesses seeking to build a core customer base, expand their brand recognition, and beat out the competition in the marketplace, a sound digital marketing strategy is necessary.
And now we enter the digital age, where the internet and social media have significantly expanded the potential for downstream marketing strategies. The world of digital marketing is a bit more complex than the traditional marketplace was even a few decades ago. Brands seem to appear and disappear at the speed of light, while marketing miscalculations can go viral in all the wrong ways, casting a permanent negative light on a company that can be hard to remove.
But the upsides are also significant, and businesses looking to establish maintained downstream success cannot ignore digital marketing as part of their core strategy. In short, downstream digital marketing is both a necessity and a gift for companies in the present day.
## **What Is a Marketing Strategy?**
With the turn from prioritizing upstream resources to prioritizing downstream resources, companies are less frequently asking what they can produce, and instead of asking how they can effectively reach their customers. Simply put, a company’s core blueprint for reaching, engaging, and holding its customer base is its marketing strategy. A company’s marketing strategy will convey to its customers the “why” of why they are customers in the first place and define what specific value they derive from being customers there.
In today’s world, no marketing strategy can be complete without a vigorous focus on digital media and digital marketing. Not only do the internet, social media, and other examples of digital media provide companies with so many more avenues to reach their customer base, but digital media is becoming the predominant means by which people engage with the world around them. Thus, companies will need to invest in an effective digital media strategy if they wish to reach any significant number of people in the first place.
An effective digital market strategy must be data-driven to reap positive results. Companies should acquire meaningful data on the online habits of their customer base, including a general picture of their social media presence. Different demographic groups will have generally varied digital media habits, and thus companies should revise their digital marketing strategy to align with the best downstream paths to reach their desired customer bases.
Another major characteristic of an effective digital marketing strategy for companies is that it includes clear marketing objectives for how the customer base should ideally respond in the downstream digital marketplace. Does a company want to sell its products in terms of simple affordability? Does it want to send a message that speaks to social justice and related causes? Does it want to appear to qualities like toughness, eco-consciousness, luxury and wealth, or something else? These questions will determine how a company employs its downstream marketing strategy in the digital space.
## **What Should Your Marketing Strategy Define?**
Given the significance of a good digital marketing strategy in the contemporary downstream marketplace, companies must have a clear picture of what they need their digital marketing strategy to define. With so many variables that can affect how customers respond to a digital marketing campaign, companies at the upstream end must do their due diligence and control whatever factors they can. Different companies may need to specially tailor their digital marketing strategy for several specific reasons, but in general, there are four main areas that a good digital marketing strategy should define.
### **How You Hit Channel Leads and Sales Targets**
The digital marketplace is vast and varied, so you should start with a digital marketing strategy that clearly defines the specific marketing leads and targets for building sales. Knowing who to target will help you then determine how to target them, what mediums to use, how to position yourself, and what further strategies to use.
### **What Budget You Will Need**
In the digital landscape, you must prioritize spending in terms of quality rather than quantity. Spending too much won’t help you if your targets are off or your brand positioning is unclear. Different types of digital media strategies may also require different budgets. For example, paid media like YouTube ads or sponsored content will involve different financial costs than owned media, such as digital videos created by your own upstream resources, or earned media like working with social media influencers to spread positive word of mouth about your brand. You should know ahead of time which avenues you are going to pursue in the digital marketplace and what kind of budget you will need to do that.
### **How You Communicate the Benefits of Using Marketing to Enhance Your Brand**
When constructing your digital media strategy, you should be able to define clearly where this particular strategy fits in with your broader marketing strategy. While a digital media strategy certainly has numerous benefits, the specific role it plays in your overall marketing strategy will vary depending upon how exactly you wish to enhance your brand or what other upstream or downstream resources you prioritize.
### **How You Prioritize Audiences and Products**
Finally, before employing a specific digital media strategy, you should clearly define both your preferred target audience and the specific products that you will be marketing. Different kinds of products and types of audiences both have specific considerations that will affect what your digital marketing strategy looks like, and so a good digital marketing strategy should define both the product-end and the customer-end of the marketing process as clearly as possible.
## **How Do You Use Digital Marketing to Create Value for Customers?**
The major takeaway from the digital marketing revolution is that your company’s primary focus in the downstream marketplace should be more on what you can do for your customers than the upscale qualities of your actual products. When thinking of what you can do for your customers via your digital marketing strategy, it’s a good idea to think about what your customers are getting out of your product. Having a brand identity means that your relationship with your customer base goes beyond the practical usage of your product. Customers who are loyal to a particular brand derive much deeper fulfillment and satisfaction from the mere idea of that brand, even before getting to use it.
Thus, an effective digital media strategy should prioritize using your brand identity to forge a positive value for your preferred customer base. For example, if your product is a luxury car and your preferred audience is upper-class buyers who enjoy the concept of luxury and class, your digital media strategy will forge a connection in their minds between your car and the idea of living a luxurious life. Ideally, your customers will enjoy this value before they even purchase one of your vehicles. This type of value creation is arguably the most significant aspect of digital media strategy.
## **Getting the Right Tools for Your Digital Marketing Strategy**
All in all, an effective digital marketing strategy requires the right tools and resources to connect companies with their audience. Aktify is [the premier resource for forging lasting connections ](https://aktify.com/)between customers and their preferred brand. If your business could benefit from an expanded digital marketing strategy, check out Aktify’s excellent services today.
---
## Data-Driven Marketing Best Practices and Strategies
URL: https://aktify.com/blog/data-driven-marketing-best-practices-and-strategies · Published: 2022-05-18 · Category: Industry Insights
There has been a fundamental shift in marketing. The traditional approaches that were mainly “spray and pray” efforts no longer cut it. The consumer today wants a more personalized experience. This is why most businesses are turning to big data. Without metrics, how do you know what’s working and what's not?
Data-driven marketing is more beneficial than flying blind with your marketing campaigns. Big data has helped countless businesses to deliver a much higher return on investment (ROI) because they can analyze the success of their marketing campaigns and make adjustments where necessary. Where do you start? What should you focus on? Read on for insights on how to be data-driven in marketing and the best practices for success.
## **What Is Data-driven Marketing?**
Data-driven marketing is a marketing approach that incorporates customer data into all marketing decisions. Brand communications, creative assets, and marketing campaigns are optimized based on customer information.
With this approach, customer data is front and center. It is used to predict customer desires, needs, and future behaviors. This way, all marketing efforts are relevant to the consumer, which translates to a high ROI.
## **What Are the Benefits of Data-driven Marketing?**
### **Ensures Your Business Is Customer-focused**
The real drivers of your business growth are your customers, so your focus should be on them. This enables you to develop marketing campaigns and brand messages that resonate with your target audience, which helps to build meaningful connections with your customers.
### **Helps You Better Understand Your Customers**
Metrics used in data-driven marketing strategies help you understand your target audience. What works for them? What do they want? When do they want it? If you can answer these questions, then you can predict customer behavior and craft marketing campaigns that will reach the customers with the right message at the right time.
### **Helps To Uncover Best Channels for Promotion**
When creating a marketing campaign, you want to reach your target audience where they are. Understanding the nuances of what channels work best for what audiences is essential to spend optimization efforts. Attribution data can help you determine high-value channels by seeing how often a particular ad or asset was engaged and how often it led to conversion.
### **Gives Insights To Help Craft Messaging That Resonates and Motivates**
Using attribution data, your team can determine the types of messaging that grab the attention of your target audience. This type of data helps you generate content that resonates and motivates, and this message is then sent to the right consumers where they are, creating a personalized experience.
## **What Challenges Are Associated With Data-driven Marketing?**
Executing and managing data-driven marketing strategies is no walk in the park. Many moving parts need to work seamlessly for the success of this approach. Some of the common challenges faced by organizations include:
### **Gathering Data**
It might seem easy, but collecting data can be overwhelming. For one, you want to ask the right questions. Many companies spend millions of dollars collecting irrelevant data that won’t help with ROI.
Your goal should be to gather high-quality data that yields actionable insights. It can be challenging to find, but it enables you to respond to customer needs. The data needs to be consistent and up-to-date.
### **Data Integration**
While data collection is important, data integration is the key to successful marketing strategies. Most organizations accumulate their data in silos without flowing channels between teams. Data-driven marketing strategies are rendered ineffective when there are duplicates and inconsistencies in the data collected.
### **Building an In-house Data Team**
As big data gets bigger by the day, it becomes crucial to work with integrated marketing analytics. This is why building an in-house data team is essential. If data is stored in different places, the right people might not be seeing the most accurate data points. It is crucial to have a dedicated team to ensure effective data management and collaboration.
## **Best Practices for Data-driven Marketing**
The following data-driven marketing best practices will help you reap the most benefits from your marketing strategies:
### **Know Your Audience**
The data you collect is only as helpful as it is accurate. You need to know your audience before you can apply data-driven marketing strategies. Use focus groups, questionnaires, and other methods to know your current customers. Conduct research, build buyer personas, and educate your teams on those profiles. Your data needs to accurately reflect your target audience to be effective.
### **Data Management**
After you’ve collected the data, you need to ensure tools and strategies are in place to manage it. Data-driven marketing is constantly evolving, and so should your data management. With effective methods in place, you can evaluate new marketing opportunities and save time and resources.
### **Compliance**
You need to research laws governing customer data and how to comply. You must ensure you’re operating within the law and respecting your customer’s privacy. Laws such as the General Data Protection Regulation (GDPR) are in place to govern how businesses use customer data. These laws protect consumer data and hold organizations accountable. Staying compliant makes your marketing more trustworthy and transparent.
### **Set up Data Standards**
You need to determine the type of data you need. It should relate to the goals of your program. Establish clear data quality policies to ensure you’re using the most current representative data to make important decisions and changes. You can come up with data quality dimensions and send them to every department so each team is recording the same information.
### **Embrace Marketing Analytics Platforms**
Analyzing the astounding amount of data collected can be overwhelming for even the best teams. Marketing analytics platforms automate the measuring, tracking, and analyzing of your campaign performance for improved decision-making. These platforms give you insights to understand audience behavior and adjust strategies to avoid wasting resources.
## **Data-driven Marketing Strategies**
To leverage your customer data for your marketing efforts, consider the following data marketing strategies:
### **Segment Your Audience**
You have a target audience, but that is still broad. There are different customer groups within your target audience, and you need to define the segments. You can use gender, location, age, and many other metrics to help you craft personalized, targeted messages that are more effective.
### **Content Optimization**
All the content you create and publish online must keep your customers in mind. Data-driven marketing is all about using customer data to create content that resonates with your target audience and addresses their pain points, answers their questions, and aligns with their desires.
### **Retargeting**
Retargeting, or remarketing, is an approach that helps you connect with customers who have expressed interest in your brand. This is an effective method, especially for cross-channel marketers. Retargeting is closely tied to building brand awareness through strategies such as social media advertising.
### **Team Alignment**
Big data is versatile. This means that it enables you to bring all your teams together and ensure they are aligned. A customer data platform (CDP) allows you to aggregate customer data so that the entire company has access to the same data for decision-making.
## **Data-driven Marketing Tools**
You can also incorporate analysis and visualization tools to help simplify complex data and clearly communicate analytics results. There are several tools available.
### **Marketing Automation Software**
Technology is revolutionizing marketing, with more and more marketing automation software being developed. It helps you create targeted campaigns that result in a higher ROI. It provides a more detailed picture of customer behavior, which can be used to predict future behavior and leverage it for marketing.
### **Google Analytics**
This is a free tool used to track and report user behavior, like traffic, visitor sessions, customer demographics, behavior flows, conversions, etc. It also connects to your Google Ads account, allowing you to track and report ad performance.
## **Final Thoughts**
Consumer expectations today demand data-driven marketing. You now have an increased number of channels and devices to reach your target audience. Investing in data-driven marketing enables you to create personalized customer experiences, optimize spending, and achieve a greater ROI.
[Aktify](https://aktify.com/) is the partner you need to take the next step forward. We use robust science and machine learning to delight customers with thoughtful conversations to help build meaningful relationships. We integrate our solutions with customer relationship management (CRM) and marketing automation platforms working in the background to deliver a 10x ROI to our clients. Get in touch with us today to get started!
---
## How To Generate Higher Quality Leads For Your Sales Team
URL: https://aktify.com/blog/how-to-generate-higher-quality-leads-for-your-sales-team · Published: 2022-05-11 · Category: Lead Generation
Your marketing team plays a critical role in generating leads for your sales team for prospecting. Every marketer’s goal is to create more leads. While that is not a wholly ineffective approach, it is more advisable to work on generating high-quality leads that convert.
Salespeople would rather have a few high-quality leads that convert instead of chasing down hundreds of leads that amount to nothing. Casting a wide net is not an advisable technique in lead generation because it wastes the sales team's time, negatively impacting their productivity.
Lead generation should be about quality, not quantity. Your time, resources, and efforts should be spent on high-quality leads that convert into paying clients. This way, your sales team is more motivated and productive, and you get a higher return on your investment. Generating better lead quality requires work, but it's worth it in the long run.
## **6 Effective Ways To Generate Higher Quality Leads**
Generating high-quality leads isn’t a walk in the park. Here's how to improve lead quality.
### **1. Ask the Right Qualifying Questions**
People interested in your product or service are not necessarily leads — they are inquiries. A person becomes a lead once they are sales-ready. You must develop a system to weed through multiple inquiries and determine the viable sales leads that can be passed on to your sales team.
An effective lead qualification process involves asking questions. For this approach to be effective, you must ask the right questions. When creating forms, keep in mind that lengthy and tedious forms are discouraging, and people are generally wary of giving up too much information. It's important to strike a balance 一 the form should be short enough to boost conversions but long enough to ask qualifying questions.
The responses you get will help you gauge high-quality leads and disqualify inquiries with bogus information. This step involves removing duplicates and invalid email addresses and contact information. This significantly boosts your conversion rate because your sales team approaches only sales-ready people.
Here are a few examples of sales qualification questions:
- How did you hear about us?
- Are you the decision-maker?
- What problems are you facing?
- How have you tried to solve them?
- Why are you switching?
- What made you choose our brand?
- What are your priorities?
- What is your budget?
- How soon are you planning to make the purchase?
- What is the best way to contact you moving forward?
### **2. Work on Your Lead Scoring System**
Developing a dynamic lead scoring system is key for prioritization. Using the data from the forms, you can assign numerical points to each lead on a scale from "interested" to "sales-ready." The criteria you use for your scoring system are entirely up to you, but you must ensure they are uniform across all departments so that everyone is using the same scale.
You can use metrics like the information provided, actions taken, or the level of engagement with your brand to score your leads. Your sales team should be responsible for determining the lead scoring system. The higher the lead's score, the closer they are to becoming a sales-qualified lead, and the easier it is to convert them to a customer.
Your lead scoring system and the criteria you use in the scale should not be static. You may have to tweak and fine-tune them along the way until you find the perfect formula for transforming lead generation into customer generation.
Automating lead management is one of the best ways to streamline lead generation quality and lead scoring systems. Automation can help you overcome the ever-changing demographic and psychographic elements of prospects.
### **3. Invest in Nurturing Leads**
According to [invesp](https://www.invespcro.com/blog/lead-nurturing/), companies that invest in lead nurturing generate 50% more sales-ready leads at a 33% lower cost. Just because a lead is not sales-ready now does not mean they're not valuable to you. Lead nurturing is the process of developing a relevant and consistent dialogue with viable consumers, even if they won't buy immediately.
Most sales prospects require lead nurturing. It is important to build meaningful relationships with your prospective clients. This means you need to pay attention to their needs and offer content relevant to them at a given time. Providing meaningful information instead of generic, flowery sales pitches is more likely to lead to conversion.
You can use newsletters, email, and SMS — provided you get consent — to dispense helpful content to your potential customers. The goal is to contact people in whatever channels they prefer with helpful, relevant, and valuable information.
### **4. Split Your Lead Funnel**
Sales funnels are not one-size-fits-all. Your leads are diverse in their needs and sales readiness, and your funnel should reflect this. The primary purpose of this funnel is to bring all leads into one spot and then qualify them. This critical stage helps determine the leads ready to talk to a sales rep and those who need nurturing.
To streamline operations, you ought to route leads into different buckets. The bigger and more elaborate you make your marketing pipeline, the easier it is to develop your sales pipeline as well. This way, you're generating not just leads but actionable, convertible leads.
### **5. Continuously Measure Lead Generation Effectiveness**
Like any other marketing strategy, it is vital to measure the effectiveness of lead generation and how much it is contributing to revenue. You need metrics that measure and report on the success of quality lead generation since the goal is to limit leads to high-quality ones.
Developing a lead generation plan takes a lot of adjustment because it is a learning process through which you determine which marketing campaigns resonate best with your target audience and lead to conversions. This needs continuous measurement and reporting for effective executive decision-making.
Some marketing measurements to consider include the following:
- The number of leads you generate in a given period
- How the generated leads move through the various stages you’ve developed before they are converted into sales
- How much time each type of lead takes to move through the entire system
- What marketing programs resonate most with people and generate more leads, and what are their conversion rates
Studying lead behavior will help you actively maintain the leads in your sales pipeline. Using marketing automation removes the guesswork, leading to more accuracy. It also saves you time and effort.
### **6. Sales Alignment**
Coming up with an effective lead generation strategy is not enough. Companies often have highly effective marketing strategies but struggle with conversion rates due to poor sales alignment. Sales reps are more likely to follow up on leads if the qualification criteria were agreed upon in advance.
There must be a continuous collaboration between the sales and marketing teams to increase effectiveness and grow revenue. They should work together and co-develop lead qualification strategies, t from defining a high-quality lead to establishing a lead scoring scale and making improvements to it along the way.
Soliciting feedback from the sales team on lead quality and taking their suggestions on other metrics will help optimize your lead generation strategy.
## **Are You Ready To Start the Conversation With Higher Quality Leads?**
Effective lead generation helps you attract and engage potential paying clients for your business. This strategy aims to turn leads into sales as quickly as possible and reduce the number of lost sales.
At [Aktify](https://aktify.com/), we aim to connect consumers with your brand through positive experiences. Get in touch with us today, and let us build authentic, meaningful connections between you and your consumers. We activate interested sales prospects and deliver them as inbound phone calls to your sales team, using our science-first technology approach that integrates with CRMs and marketing automation platforms.
---
## Marketing Messaging Strategy: How To Position Your Company For Success
URL: https://aktify.com/blog/marketing-messaging-strategy-how-to-position-your-company-for-success · Published: 2022-05-04 · Category: Industry Insights
Every time one of your customers interacts with your company in person or online, you are shaping part of their experience. Consistent messaging across platforms is essential for building a strong brand. It also helps you craft messaging that resonates with your target audience. Use a marketing messaging strategy to craft [sales pitches](https://aktify.com/blog/savannah-morgan-improving-sales-calls) and strategic conversations for your prospects and customers that inspire them to buy your goods or services. To do so, follow these steps.
## **Step 1: First Know Yourself**
Knowing your business and what makes it stand out is the foundation for building your marketing position strategy. You can get to the root of your business by asking yourself these questions:
- What are the features and attributes of my product or service that are most important to customers?
- What are the functional benefits of my product or service?
- What are the emotional benefits of my product or service?
- What are my company’s core values?
Answering these questions will help you build marketing messages based on what your customers value most about your products and services. These questions will also help you identify how you stand out against the competition so you can highlight what makes you different in your marketing messages. Your unique value helps you build your marketing position strategy and consistently use marketing messaging best practices.
## **Step 2: Know Your Audience**
The key to sending the right message to the right customers is to know your audience. When you know who you’re talking to and what they value, you can create messages that help them remember your products or services when making their next buying decision. It also helps you create impactful and inspiring business storytelling for your customers and prospects, convincing them to choose you over your competitors.
In addition, you should have different messaging elements for segments of your audience. How you tell your story to customers will vary slightly from what you say to leads and prospects. Your storytelling will also differ based on your [customer demographics](https://aktify.com/blog/communication-channels-by-generation-where-your-customers-prefer-to-have-sales-conversations).
### **Marketing Personas**
A marketing persona is a fictional representation of your target audience. It gives you an idea of your primary target segments and how they interact with your brand. You create them by taking similar characteristics of your ideal customers and using them to render a person who would fall into that audience. Your marketing personas won’t represent actual people, but they will be based on similar characteristics of your core customer groups. You’ll create more than one group based on various target segments of your audience.
### **Developing a Marketing Persona**
Market research is a crucial part of creating marketing personas. You can use these resources:
- Customer surveys
- Customer interviews
- Keyword research
- Website analytics
- Social media interaction
- Industry research
- Existing market research for your industry
#### **Customer Interviews and Surveys**
Start by evaluating your current customers. Choose the customers who spend the most money with you and those who’ve been with you the longest. See if they share any characteristics and make a list of similar traits.
You might find that your best customers live in the same area, work in similar fields, are the same age, and more. If you’ve already completed customer feedback surveys, look for those who are highly satisfied with your business and note any characteristics they included on the form. Use open-ended questions to identify common pain points and highlights of your business.
If you don’t have satisfaction surveys, you can always talk to your customers. Ask them to share their pain points and how your product or service helps ease them. Have them share what they value most about your product or service and why they chose you over your competitors. You can also send a survey to your email list for feedback and use the results to create your target personas.
#### **Secondary Research**
Along with market research, use website analytics and keyword research to find what drives people to your website. These tools can help you identify how people find you online, which gives you an idea of their pain points.
Look through interactions on your social media feeds and search for people who mention you on the internet to see if you can find commonalities within these interactions. Use customer questions, reviews, and other relevant topics to help flesh out your personas.
Supplement your customer research with data from industry publications and other published research. Studies in your industry can help you identify useful customer trends to create your customer personas. You can also look for insights from demographics, pain points, communication preferences, geographic locations, and other important data points.
## **Step 3: Use Consumer Insights to Drive Messaging**
When you’ve completed your market research, compile the data and use it to create customer personas. Identify commonalities like where your target customers live, their age, where they work, and how they like to communicate with your brand. These insights will help you draft a marketing messaging strategy that tells your target audience what they want to know. Use keywords that speak to them and pique their interest.
For example, if you’re a SaaS company that offers scheduling and communication software for companies of all sizes, your market research might show you that your best customers are small business owners with 10-150 employees. Your interviews may show that these customers value the ability to connect teams across multiple locations in many time zones, letting them seamlessly collaborate on projects.
In this instance, your marketing messaging strategy for this persona would be aimed toward small business owners who want to improve their team's productivity.
## **Step 4: Tell Your Story**
Once you know what will resonate with your target audience, you can tell your story in a way that appeals to their needs and values. Business storytelling is an art by which you create relatable messages. Knowing yourself and what you offer as well as your target audience and what they value makes this process easier.
When developing your marketing messaging strategy, aim to craft messages that are gripping and memorable. Your goal is to appeal to those who are most likely to buy your products and services. Whether you’re crafting messages for email marketing, SMS communication, digital ads, social media messages, or content creation, you will know what keywords to use to drive traffic and meet your marketing goals.
## **How Aktify Can Help You Implement Your Marketing Messaging Strategy**
Aktify offers AI tools that can help you automate your customer service. Once you have created your strategy, you can use these tools to create seamless conversations with new prospects and existing customers. Use our tools to automate prospective messaging and identify qualified leads for your sales team.
These tools also personalize data based on verified customer contacts. Our AI-based platform learns language with each interaction and uses it to help guide your prospects through the sales funnel. You can communicate with customers through SMS, email, chat boxes, and more using tailored language that appeals to their needs.
You can automate the early parts of the sales funnel while maintaining the integrity of your messaging. Plus, your sales team will be free to follow up with qualified leads, using your marketing messaging strategy to guide their conversations.
Learn how we can help you automate your marketing messages by [contacting us today](https://aktify.com/get-demo).
---
## Text Messaging Cadence: How Often Should Businesses Text Their Customers?
URL: https://aktify.com/blog/text-messaging-cadence-how-often-should-businesses-text-their-customers · Published: 2022-04-27 · Category: SMS & Compliance
According to Pew Research, [97% of people](https://www.pewresearch.org/internet/fact-sheet/mobile/) own a cellphone. These devices are their near-constant companions, residing in their pockets during the day and resting on their nightstands while they sleep. They rely on their phones to make calls, look up information, and send (and receive) messages.
We know that short messaging service (SMS) marketing is effective. After receiving a text, 60% of people [check the message within five minutes](https://99firms.com/blog/sms-marketing-stats/). 89% of people read it within 30 minutes. Compared to email, SMS marketing boasts a 98% open rate. In other words, it can be an invaluable tool for businesses.
The good news: opt-in rates are increasing. People want to receive texts from the brands they like.
Now for the bad news: opt-out rates are also on the rise. Common reasons include:
- **Receiving too many messages from one brand:** You want to avoid sending too many messages too often (as well as avoid sending too few)
- **Receiving too many messages from multiple brands:** You’ll need to keep in mind that your customers could be (and likely are) getting messages from other businesses
- **Receiving meaningless content:** Everything you send should be engaging and provide value
You may now be wondering, “how often should I text my customers then?” You don’t want to bombard them, but you also don’t want to be forgotten. Here’s what you need to know.
## **How Often Should I Text Customers?**
Your text message cadence is key. Statistics show that 91% of people are interested in signing up for text messages from brands. The question is, how often should you send those messages? [56% of consumers](https://simpletexting.com/2021-texting-statistics/) say they’d like to receive messages from businesses once every other week. 29% say that once a week is ideal.
The industry standard recommends two to six text blasts a month, with the ideal frequency being about one text promotion per week. Marketing research indicates that more than six messages a month begin to annoy subscribers, driving them toward opting out of your text campaigns.
Keep in mind that the industry standard is a recommendation. There is no one-size-fits-all approach to SMS marketing. Your ideal texting frequency will depend on several factors, including your audience and your offers.
A good general rule is to set expectations and avoid bombarding your customers with valueless messages. When someone signs up to [receive texts from you](https://aktify.com/blog/how-to-start-using-text-messaging-in-sales), let them know how many times a month they can expect to hear from you. That way, there are no surprises later. Every message should provide value, such as an exceptional promotion or a helpful reminder.
A couple of things to keep in mind include:
- **Typical purchase frequency: **Generally speaking, your text messaging cadence should resemble your customers’ behavior. In other words, a business that has customers who make several purchases a week would warrant more messages than a business whose customers only visit once or twice a month. However, if you’re looking to increase your customers’ purchasing frequency, you might consider increasing your messages and including different types of promotions.
- **If business fluctuates during the year: **If your business has certain times when you’re busier than others (you operate seasonally or have set sales during the year), you might want to adjust your SMS text cadence accordingly. Increase your messaging frequency during your busy times and decrease it when business is slower. Just make sure your subscribers know what to expect when they sign up.
Another tip for businesses is to avoid messages that sound overly spammy. Things like “text speak” (rly, thx, btw), marking hype, and focusing solely on the sale can quickly turn subscribers off. While you want to create a sense of urgency and a clear call to action (CTA), you don’t want to be too pushy.
Read your messages from the perspective of your customers before you send them. Your texts should sound like they’re coming from a real human on the other end of the line. Subscribers are more likely to reply to or click on your messages if they do.
## **Other Tips for Launching a Great SMS Strategy**
In addition to the number of texts you send, you’ll also need to consider the quality of your messages. Your ideal SMS cadence should feature high-value messages at a frequency that works for your customers. Here are a few factors you to keep in mind when [crafting your SMS strategy](https://aktify.com/blog/sms-marketing-checklist-keep-leads-engaged-with-text-messages):
### **Know Your Persona**
With so many people looking to receive texts from brands they like, you may find your customers quick to sign up for your messages. However, it won’t take much to drive them to opt-out. Be sure you know what your audience members are looking for and how often they want to receive that content. That can help you avoid sending meaningless texts they’ll ignore or delete without opening.
Some things to consider here include:
- **Are your messages relevant?** Are your customers looking for weekly (or even bi-weekly) deals? Or are they looking for a handful of updates or promotions a month? Did they sign up to receive specific types of SMS messages?
- **Are your messages timely?** Did your subscribers sign up to receive recurring texts throughout the year or only during specific times? Additionally, if you operate seasonally, you don’t want to be sending multiple messages during a month that doesn’t line up with your products or services.
- **Are your messages targeting the right customer segment? **Segmenting your subscribers into groups based on their interests, wants, or messaging expectations can help ensure you’re getting the right content to the right customers.
Text messages already have a higher open rate than emails (98% versus 20%). Providing relevant, high-quality, and high-value SMS messages can also net a [higher response rate](https://www.gartner.com/en/digital-markets/insights/the-future-of-sales-follow-ups-text-messages) (45% versus 6%).
### **Give Subscribers What They’ve Signed Up For**
Remember, your customers are trusting you with their contact information when they opt-in to receive your SMS texts; one of the last things you want to do is betray that. If you aren't upfront and transparent about the content you’ll be sending them (or how often you’ll be sending it), they may opt-out quickly.
Not only do you need to let them know what to expect, but you need to stay consistent. If you send four to six messages a month when they’re only expecting two, your subscribers won’t stick around for long. The same goes for sending the types of promotions your subscribers didn’t request to receive.
### **Remember: Less Is More**
No one wants their phone blown up with meaningless, over-promotional texts. Before you click “send,” ask yourself questions like:
- Am I contacting my customers too much?
- Does what I want to send offer value?
- Am I inadvertently sending repeat content?
- Will my customers even engage with this content?
If you worry that your content won’t be effective, consider streamlining your SMS schedule and only sending the most important messages.
## **Nail Your Text Messaging Cadence**
SMS marketing is an effective way to reach and engage with your customers. It’s a simple and direct way to send promotions, special deals (i.e. seasonal events, customer birthdays, or other important dates), or reminders. What’s more, most consumers want to get text messages from their favorite brands.
However, as easy as it may be to encourage your customers to opt-in, it’s just as easy (if not more so) to drive them away. Sending messages too frequently or that are irrelevant or sound too spammy can turn people off, leading them to reply “STOP” to opt-out. You can avoid these issues by letting your customers know what to expect early on, sticking to those expectations, and only delivering high-quality, high-value content.
Aktify’s conversational AI can also help you nail your text messaging cadence and create better SMS marketing campaigns. Our conversational AI helps you not only automate your campaigns but stay in touch with your customers, address their needs, establish lasting relationships, and increase sales conversions.
Are you ready to get started? Contact Aktify to [schedule your demo](https://aktify.com/get-demo) today.
---
## SMS Marketing Future: The Emerging Trends
URL: https://aktify.com/blog/sms-marketing-future-the-emerging-trends · Published: 2022-04-20 · Category: SMS & Compliance
It seems like every time you blink, there’s a new platform or tech trend. So, you might be wondering, "Is SMS marketing still relevant?" The short answer is yes. In fact, it’s more relevant than ever. SMS provides marketers an opportunity to communicate with customers where they are spending the most time — on mobile devices.
The pandemic has only increased the amount of time people spend on their mobile phones and devices. Since 2019, smart device use by adults in the U.S. grew by a whopping 38 minutes a day. The average American is now spending [4 hours and 23 minutes daily on mobile](https://www.emarketer.com/content/us-time-spent-with-mobile-2021). That trend is expected to continue in 2022 and beyond.
## **Consumers Engage With SMS More Often and Faster Than Any Other Marketing Channel**
Not only are people spending more time with their mobile phones, but they are also engaging with SMS messages at higher and faster rates than with any other form of marketing.
### **SMS vs Email Response Rate**
When you send a marketing email, it may not be seen for hours. Even if your email gets through someone’s spam filter, only one in five emails are ever opened and the response rate is around 6%. On average, an email response takes 90 minutes.
SMS are seen almost instantly with a significantly higher open rate, response rate, and response time. Gartner reports that the [average open rate for SMS messages](https://www.gartner.com/en/digital-markets/insights/the-future-of-sales-follow-ups-text-messages) runs as high as 98% and response rates of 45%.
That means SMS messages get opened nearly four times more often, and response rates are 6.5 times higher. People typically respond to SMS messages 60 times faster.
### **Consumers Prefer Texting to Calling**
Consumers prefer to text with businesses. About 85% of smartphone owners say they [choose texts vs. calls or emails](https://www.pcmag.com/news/businesses-take-note-your-customers-prefer-texts). More than half of those surveyed say they ignore marketing emails because they get so many of them. More than 80% of people say they [don’t generally answer their cellphone](https://www.pewresearch.org/fact-tank/2020/12/14/most-americans-dont-answer-cellphone-calls-from-unknown-numbers/) if it’s from an unknown number, but they do look at text messages.
SMS messaging is simply a more efficient way to connect with customers and continues to be the favored communication channel for marketers. Most SMS messages are seen within three minutes of being sent.
## **SMS Is an Ideal Channel for B2C Companies**
Text messaging is an ideal channel for B2C companies. Not only do your messages get seen more often and faster, but you can also personalize messages more easily because it’s truly a 1:1 medium. With an opt-in phone number, you know who you’re connecting with.
With the right tech platform, you can personalize SMS messages directly to the phone’s recipient. Using an [AI conversation agent,](https://aktify.com/product/how-aktify-works) for example, you can also guide human-like conversations that react dynamically based on how customers respond. This also allows you to personalize at scale by handling thousands of conversations simultaneously.
This provides greater speed-to-lead than any other marketing channel. When customers demonstrate buying intent, your AI agent can guide them through the process or alert a sales team member for more complex transactions.
B2C companies can use SMS for sales in various ways, including [generating leads for B2C](https://aktify.com/blog/a-basic-guide-to-generating-leads-for-your-b2c-business) and sales prospecting. They're also using SMS for:
- Follow-ups and reminders
- Sales touchpoints
- Mobile couponing
- Flash sales
- Scheduling appointments
Because you can automate the process, you can eliminate cold phone calls and time-consuming follow-ups.
## **SMS Marketing Trends**
As we look towards the SMS marketing future, here are some of the key SMS marketing trends we’re already seeing.
### **10DLC Is More Reliable, Secure, and Less Expensive**
Wireless carriers have moved away from shortcodes to [10-digit long codes](https://www.marketron.com/media-mentions/2021/05/27/the-transition-to-ten-digit-long-codes-10dlcs-why-when-and-what-you-need-to-know/) (10DLCs). 10DLCs provide greater reliability and security. Because there are more of these longer numbers, they’re less expensive. They also featured improved spam filtering and opt-out compliance.
Early indications are the recipients are more likely to respond to these numbers especially when they can see texts originated within their local area code.
### **Customers Want SMS Messages**
There’s also increasing demand for relevant text messages. About 75% of customers say they [want to receive marketing offers via SMS](https://techjury.net/blog/sms-marketing-statistics/#gref). Nearly half of consumers say they [prefer mobile coupons](https://mobilemarketingmagazine.com/half-of-us-consumers-prefer-mobile-coupons).
### **More Referral-based Website Traffic**
More than half of all [website visits are now via mobile devices](https://www.statista.com/statistics/277125/share-of-website-traffic-coming-from-mobile-devices/). SMS message delivers more referral-based website traffic. Because you can target users and send them offers with a click, you can drive them directly to the right page on your site so they don’t have to search.
### **Positive Brand Interactions**
Combining SMS messages with [conversational AI and virtual agents](https://aktify.com/blog/a-new-world-of-sales-automation-why-consumers-embrace-messaging-conversational-ai-and-virtual-agents) can create positive brand interactions in new and exciting ways. Conversational AI uses natural language processing, intent recognition, and contextual awareness to drive conversations and scale conversions.
Machine learning lets AI bots get smarter the more data they consume so that you can optimize conversations for the best outcomes. All of this drives more personalized and positive brand engagement.
### **SMS Breaks Through the Clutter**
It’s estimated that in 2022, nearly [85% of all emails sent will be spam](https://dataprot.net/statistics/spam-statistics/). Even legitimate marketing messages sent by email often wind up in spam filters. At the same time, nearly four out of ten consumers in the U.S. are now [using adblockers](https://www.statista.com/statistics/351862/adblocking-usage/). It’s tougher than ever for marketers to connect with customers using traditional marketing channels.
SMS continues to break through the clutter and get seen.
### **Enhanced Relationship Building**
Customer loyalty and retention are more important than ever. In an era where consumers are ditching established brands at an unprecedented rate, companies need to double down on building solid relationships. SMS marketing can do exactly that. Using the immediacy of SMS with high open rates, you can make sure your messages are seen to keep your brand front and center.
The [right lead generation partner](https://aktify.com/blog/how-to-choose-the-right-lead-generation-partnerships-to-grow-your-business) can help you build a long-term relationship that fosters loyalty.
## **Incorporating SMS Into Your Marketing Strategy**
Here are some of the best practices for incorporating SMS into your market strategy.
### **Getting Permission**
SMS marketing has the same opt-in rules as email. Make sure you gain explicit consent from customers or subscribers before sending marketing communications. You also need to watch what you’re sending and how often you’re sending messages to avoid consumers replying with STOP.
### **Provide Value**
If you’re not providing value to the recipient, your SMS marketing quickly becomes just another form of spam and can hurt your brand. Use consumer data to craft messaging to deliver value. Always ask how will this message add value to your customer?
### **Have a Consistent Brand Voice**
Your brand voice is the tone and phrasing you use that reflects how your brand sounds, feels, and looks to your customers. Make sure it’s authentic and consistent. Texting is personal, so the more conversational you can make your brand voice, the better results you’ll see.
### **Embrace Conversational AI and Automation**
When you deliver SMS messages, people respond quickly. What happens when hundreds or thousands of people reply within a relatively short period? You’d need hundreds or thousands of live agents to communicate fast. Conversational AI virtual agents can handle all of these conversions 24x7 and ensure everyone gets a personalized and fast response for a bright SMS marketing future.
## **Work With the Best Conversational AI Agent**
[Aktify](https://aktify.com/) powers conversation AI agents that can handle thousands of SMS conversations with prospects and customers at the same time. AI agents interact with customers to take care of routine tasks, such as following up with leads, so you can free up sales agents to focus on closing deals.
Contact Aktify today to [book a demo](https://aktify.com/get-demo) and see how implementing conversation AIL into your sales process can transform your sales efforts.
---
## A2P Vs. P2P SMS: Understanding Text Messaging Options for Your Business
URL: https://aktify.com/blog/a2p-vs-p2p-sms-understanding-text-messaging-options-for-your-business · Published: 2022-04-13 · Category: SMS & Compliance
As a marketer, you know how important it is to maintain a connection with your customers. You need a medium to deliver updates and any vital information. Short Message Service (SMS) marketing is one of the best ways to send short messages to clients, and it has proven to be an effective tool for marketing.
If you want to jump on the SMS marketing train, you need to familiarize yourself with A2P and P2P messaging. You might have come across the terms, but you’re unsure what they mean. Understanding the difference between the two will put you in a better position to choose the best option for your business.
Here’s a deeper outlook of A2P vs. P2P messaging and how you can leverage A2P to scale your business.
## **What Is A2P SMS?**
A2P SMS, or Application-to-Person messaging, refers to the process of sending messages to a person’s mobile phone through an application, typically a web-based platform. A2P messages are usually one-way — in some cases two-way, if they’re conversational or transactional. Another distinguishing characteristic is that they are automated.
## **What Is P2P SMS?**
As the name suggests, P2P (Person-to-Person) messaging involves two people sharing messages through a mobile network. In this case, both the sender and the receiver of the SMS must be subscribed to a mobile operator. The mobile network acts as the bridge that connects people through SMS. Ideally, P2P messages are two-way and are typically sent from one individual to another, not for commercial purposes.
## **A2P vs. P2P SMS**
A2P SMS are usually commercial in nature. They are traditionally one-way and can be sent to many mobile users at once. P2P SMS, on the other hand, are usually used for personal communication between the sender and the recipient.
With A2P SMS, the software is designed to handle large-scale messaging. The volume of messages that can be sent at once is another key feature that distinguishes A2P messaging from P2P messaging. The goal in A2P messaging is to reach as many people as possible, not necessarily to get feedback.
## **Different Ways To Send A2P Messages**
It might sound fairly straightforward, but there’s quite a bit of work that goes into sending A2P messaging. Here are some of the different ways you can make use of this option for your business.
### **1. 10-Digit Long Codes**
10-digit long codes (10DLC) are similar to standard phone numbers and originally used for P2P messaging. As such, only one message could be sent per second. Now, you’re allowed to send messages in bulk, provided you apply for A2P messaging.
Before using 10DLC, you’ll have to register, and this process involves carrier vetting. This is done in an effort to prevent spam messages. The vetting process is done by a third-party entity, which will then give you a trust score. Your throughput usually depends on the trust score you get.
Carriers monitor message volumes to check for non-approved A2P usage. You need to get your business approved to increase your throughput, and you can send messages faster.
**Note: **You can run the risk of having your messages stopped or delayed if you fail to adhere to local compliance laws.
**Advantages of 10DLC**
- They are relatively cheap compared to dedicated shortcodes.
- Their throughput is considerably high, provided you have a good trust score.
- You can retain your current phone number or area code. This is especially advantageous to local businesses.
- All replies, texts, voice calls, and text-to-landline are supported.
### **2. Toll-free Numbers (TFN)**
Just like the 10DLC, TFNs have 10 digits. However, TFNs begin with 1-800, not an area code. Additionally, TFNs do not charge fees for calls.
**Advantages of TFNs**
- TFN leasing is very fast.
- No vetting is needed.
- They’re reliable.
- They’re the most affordable.
- They're very easy to set up.
### **3. Using a Dedicated Shortcode**
Dedicated shortcodes are considered the premium of the three ways to send A2P SMS, mainly because they have the highest throughput. A dedicated short code is 5-6 digits long, making them easy to memorize and quite effective for marketing campaigns.
**Downsides of using dedicated shortcodes**
- They’re pretty expensive.
- Voice calls are not supported.
- The registration and vetting process is long.
**Note**: In the US, shortcodes were discontinued as an A2P messaging option because it’s too easy for fraudsters to take advantage of innocent individuals.
## **A2P Messaging Use Cases**
If you’re looking for ways to use A2P messaging to increase your business efficiency, here are three ways to do it.
### **1. Marketing Campaigns**
Using SMS as a marketing campaign is a great way to interact with your clients. You can use SMS to send coupons and inform customers about discounts and sales.
### **2. Appointment Reminder Messages**
Sending an SMS is one of the most effective ways to remind customers about their appointments. This way, you maintain attendance and increase your profit potential. Additionally, it shows your customers that you care, which helps improve loyalty to your brand.
### **3. Alerts and Notifications During an Emergency**
The use of text messaging to send notifications and alerts has grown significantly over the past couple of years. Text messages can be used to notify people in a given area about upcoming changes or an immediate emergency.
## **Integrating AI Into A2P Messaging**
Thanks to A2P technology, mobile messaging is becoming more interactive and intuitive. To create a seamless experience for customers, businesses need to keep up with a large influx of data. One of the best ways to stay on top of things is to integrate Artificial Intelligence (AI) technology into your A2P solutions.
With AI, the automated responses mimic those done by a real person. This way, it has the best of both worlds; the all-important human touch and the advantage of AI speed. An AI-powered response recognizes keywords in the customer’s inquiry and gives a comprehensive answer, resolving the issue immediately.
AI solutions, driven by Machine Learning and Natural-language Understanding, perform faster and have greater accuracy. Once your marketing team has devised a marketing campaign, the work can be taken over by AI. After integrating AI, you can use it to handle all SMS responses, sending messages to customers based on the content of their replies.
Customers today value personalized experiences. This means you need to find a way to interact with them. AI technology in SMS marketing strategies enables your customers to interact with your company in real-time. Transactional messages make your customers feel heard, which is a great way to build loyalty and retain customers.
You can also use AI to gather data on your customers — with their permission, of course. This enables you to personalize the messages and makes it easier to reach your target audience. You can also integrate it with subscriptions so you can send promotional material via email and tailor SMS messages with relevant information.
## **Convert Your Customers Through Conversational AI**
In order to ensure that you’re sending your customers relevant and effective information, it is crucial to consider the communication channel. The more convenient the medium is, the better for you and your customers. Customers want to engage with your business now more than ever. One of the best ways to do this is through A2P SMS messaging.
If you’d like to make the most of A2P text messaging for your business, [Aktify](https://aktify.com/) has got you covered. Aktify is dedicated to helping you create authentic and meaningful connections with your customers. We make use of data science and machine learning to enhance customer experience with personalized gestures and thoughtful conversations. With our science-first approach, you can efficiently conduct millions of human conversations via SMS.
---
## SMS vs. Email: Which Channel is Best for Sales Conversations?
URL: https://aktify.com/blog/sms-vs-email-which-channel-is-best-for-sales-conversations · Published: 2022-04-06 · Category: Industry Insights
In 2020, the [global email marketing market ](https://www.statista.com/statistics/812060/email-marketing-revenue-worldwide/)was valued at 7.5 billion dollars — and it's expected to rise to 17.9 billion in 2027. That's a 138% increase, and while it gives the appearance that email marketing is still the dominant way for companies to give their brand a voice, there are other ways to get the message across.
Social media, instant messaging, and chatbots are helpful alternatives to email marketing, but SMS marketing surpasses them all in many important metrics. The instant access that SMS marketing provides results in higher audience engagement, leading many to ask, "Which is the best channel: SMS or email?"
It's a tough decision, but when comparing SMS vs. email marketing, there are a few factors that can help you make the right choice. We'll take a look at them now.
## **SMS vs. Email: What To Consider**
As customer preferences evolve and new marketing tools emerge, the question of whether the best channel is SMS or email will always be at the forefront of marketers' minds. We'll look deeper into each of these as we go, but some of the most common marketing channel variables to consider are:
- **Open rate.** More customers open text messages than emails — and it's not even close. The average open rate for an SMS campaign is over three times higher than for emails, giving companies that use them a greater chance of having their messages seen.
- **Deliverability.** The reason for the higher open rate is that SMS messages notify customers immediately, and they're more likely to open text messages promptly. Typically within 90 seconds, companies can gain their clients' attention via text.
- **Click-through rate (CTR).** The percentage of customers who follow through on clicking the desired link, [SMS messages have a 19% CTR](https://www.smscomparison.com/mass-text-messaging/2022-statistics/), while marketing emails hover around 4%. Text messages not only elicit a faster response, but they're also more likely to convert.
- **Cost.** Between message length, the number of messages sent, and service fees, SMS messages have greater variance than emails. Their costs differ by industry, but email campaigns are usually less expensive.
- **Customization.** SMS messages are usually limited to 160 characters, and with no visuals, they can be much more difficult to customize than emails. For campaigns involving graphics, logos, videos, or other personalization, emails are often the route to take.
When deciding between text vs email, one variable remains the same: you must have the customer's consent before you can begin sending messages. Offering rewards for opting in is one way to gain consent, but companies should make sure they only send messages to subscribers in order to maintain compliance.
## **Why Email?**
### **Pros**
Email is the established marketing channel of choice and for good reason. Email marketing generates [$42 for every dollar spent](https://blog.hubspot.com/marketing/email-marketing-stats) — a return on investment (ROI) you're unlikely to find very often. That's because it's highly versatile, efficient, and consistent, but it's not for every market. Here are the pros and cons.
#### **1. Anticipation**
Customers expect emails. As of 2019, [61% of customers](https://www.statista.com/statistics/750858/us-consumers-preferences-brand-contact/) preferred email as their primary mode of contact, in part because they felt this was the most trusted form of communication. The prevalence of emails also creates a greater sense of legitimacy, causing consumers to place greater trust in their brand.
Some customers don't just expect to be contacted via email — they may even look forward to receiving a message from a brand they enjoy. This is especially true at times of the year when seasonal promotions are at their highest or recipients sign up for updates or ongoing notifications.
#### **2. Segmentation**
There are many high-powered analytical tools that deliver data-driven insights to marketers seeking to better understand their audience, and email campaigns are especially easy to dissect. Bounce rate, CTR, and a host of other campaign metrics can easily show the effectiveness of each marketing email sent, helping brands see which products drove the most interest and which demographics were most intrigued.
#### **3. Automation **
Roughly [319.6 billion emails](https://www.statista.com/statistics/456500/daily-number-of-e-mails-worldwide/) were sent out every day in 2021, many of which were marketing emails. The sheer volume of emails that marketers send means that automation is a necessity, and sequence templates make the process simple. When combined with analytics software that shows when customers are most likely to respond, marketers can easily automate their campaigns to launch when the time is right.
### **Cons**
The high ROI and customization that emails offer are other benefits that often make them the method of choice, but they do have some drawbacks that marketers should consider.
#### **1. Less Follow-through**
Emails are viewed and acted upon much less often than texts. Across all industries, average open rates were [29.55% in 2021](https://knowledgebase.constantcontact.com/articles/KnowledgeBase/5409-average-industry-rates?lang=en_US), a fraction of the 98% open rate of text messages. Moreover, CTR is roughly 4% across all industries — text message CTR is 19.4% — so not only are customers less likely to see email campaigns, they're even less likely to convert.
#### **2. Lower Visibility**
Part of the reason for email's lower conversion rate is that customers may never see the messages that are sent. Filters like Gmail's "Important" list prioritize the messages that viewers wish to see, and many of those go straight to the junk folder because they are thought to be spam.
If customers do choose to open an email, they're unlikely to do it the moment it's sent. The average email response time is 90 minutes compared to [90 seconds with text messages](https://www.openmarket.com/resources/millennials-text-with-businesses-infographic/) among millennials, and this delay could cause some to miss out on valuable promotions and offers.
#### **3. Spammy Appearance**
Lower visibility is caused in part by spammy content. Impersonal messages, poorly designed logos, or stuffed keywords and links not only get blocked as spam, but they can also violate customer trust. Customization like adding graphics or logos can make messages look more legitimate, so the personalization capabilities of email are an important way to avoid the junk folder.
## **Why SMS?**
### **Pros**
As popular email marketing is, SMS messaging is rapidly gaining ground. Ideally suited for high-deliverability applications, text messages place brands in front of their audience faster than other channels.
#### **1. A Faster Response**
As shown above, customers are much more likely to promptly respond to text messages than emails. This makes text messages an ideal way to communicate with on-the-go customers who don't have the time to open their email accounts, and it increases the odds that consumers will respond to time-sensitive offers.
#### **2. High Engagement**
Because customers receive their messages almost immediately, text messages often generate much higher engagement. They also have much shorter messages and concise links, making it more convenient for subscribers to reply. Of all totaled, [68% of consumers](https://simpletexting.com/text-message-marketing-report/) prioritize text messaging over phone calls, email, social media, and news headlines.
#### **3. Internet-free**
Unlike email, text messages don't depend on the internet. The vast majority of mobile users can regularly access the web, but some customers may not have internet connection. By using text messaging, companies can broaden the reach of their brand.
### **Cons**
A rapid response time and high engagement rates are often why companies choose text messaging as their campaign channel, but there are still pitfalls to navigate.
#### **1. Character Quotas **
The 160-character limit means that SMS messages must be concise, have an immediate call to action (CTA), possess short links, and have no fluff at all. Such a direct messaging style is useful for brief alerts and updates, but it doesn't work well when detailed features or longer content is needed.
#### **2. Costs **
Marketing email costs are usually lower and more predictable than text messages. SMS messaging is subject to carrier fees and regional expenses, so text campaigns can potentially be more expensive.
#### **3. Trust**
With fewer graphics and logos to identify your brand, customers can sometimes be suspicious about whether or not the text they are receiving is authentic. When brand trust declines, conversion rates fall as well. You should only send text messages at times when subscribers are likely to expect them.
## **Applications**
Now that you know the benefits and drawbacks of SMS vs email marketing, here are a few applications where each best comes into play.
The personalization and analytics-friendliness of emails are helpful for:
- Newsletters
- Seasonal offers
- Shipping orders
- Periodic updates
- Targeted sales
The immediate delivery and convenient engagement of text messaging are best used for:
- Appointment reminders
- Delivery alerts
- Quick notifications
- Time-sensitive offers
- Financial alerts
- Future sales calls
Ultimately, a multichannel campaign strategy that capitalizes on the advantages of both is most likely to convert, but if faced with a choice between the two, consider the nature of your campaign and use the channel that fits the best.
## **Aktify: Your AI Messaging Provider**
One of the best ways to balance the personalized benefits of emails with the deliverability of a text campaign is to send real messages that don't sound like they've come straight from a server. Aktify's cutting-edge text automation software is based on advanced machine learning algorithms to create conversations that remove suspicion and delight consumers with an authentic texting experience. The result is higher conversions — to the tune of a 10X higher ROI — and a boost to the bottom line.
If you'd like to improve your subscribers' texting experience and elevate your profits in the process, [contact us](https://aktify.com/company/contact-us) today.
---
## Lead Data Management Best Practices: How to Optimize Lead Flow at Every Stage of Your Sales Funnel
URL: https://aktify.com/blog/lead-data-management-best-practices-how-to-optimize-lead-flow-at-every-stage-of-your-sales-funnel · Published: 2022-03-30 · Category: Industry Insights
Effective lead data management is key to a successful business. A good lead data management process will convert customers, optimize processes, and streamline the customer sales experience. Data lifecycle management (DLM) is one of many tools that can help optimize your lead data management, easing the process at every level of your lead data sales funnel.
Whether or not you opt to automate processes through DLM, there are a lot of fundamental principles and best practices to keep in mind when managing lead data. Here's a list of lead data management best practices to help you chart a smooth course from lead generation all the way through to conversion.
## **Lead Data Management Best Practices**
[The data lifecycle](https://aktify.com/blog/a-marketers-guide-to-data-lifecycle-management-dlm) has five stages: data collection, data storage, data maintenance, data usage, and data cleaning. We've organized this list of lead data best practices by their place in the data lifecycle.
### **Data Collection**
Data collection is the first stage of the data management process. Data has to be collected, categorized, and sorted by its value. Useful data is then stored, and useless data discarded.
#### **Form Fields**
Optimizing your lead generation form fields can ease the sorting process significantly. A form field is an individual data entry point or question on a lead generation form. An optimized form field will only request information relevant to your product so that exactly the right information is gathered about each potential lead. Review your lead generation forms and ask yourself: "Does having this information help us evaluate the lead's conversion potential?" If not, you can safely omit that field.
#### **Lead Generation Tracking**
[Tracking lead generation](https://www.copper.com/resources/lead-management) will also help you direct your attention where it will have the greatest impact. Use cookies and other tools to help you know where a lead came from. If a particular campaign or channel isn't generating any useful leads, stop using it. Conversely, if a certain campaign or channel generates both leads and conversions at a notably high rate, invest in it more heavily and try to narrow in on what exactly about it works so well so you can sustain or duplicate that success in the future. It's normal to cast a wide net at first, but lead generation tracking will help your efforts become more focused and effective over time.
#### **Lead Generation Compliance**
[Compliance](https://www.compliancepoint.com/articles/marketing-compliance-checklist-for-online-lead-generation/) is another important part of lead generation. Federal law regulates all communications between businesses and consumers to protect consumers from predatory business practices. To ensure that your leads are compliant (and that you can prove it), always:
- **Use Clear Disclosures: **Consumers must know about all information you're gathering from them and how that information will be used. Cookie policies, email opt-in forms, and surveys should all be clearly written to keep consumers in the loop about how you will use and share their data and whether or not you will contact them.
- **Get Consent: **Consumers must affirm their willingness to disclose data to, or receive communications from, any business. Make sure all leads have agreed to share data with and receive communications from you (or your business partners) before collecting their data or contacting them.
- **Advertise Honestly: **Misleading advertisements are illegal. It may be tempting to stretch the truth in your advertising, but it's just not worth the consequences. Crafting an honest message that's still persuasive is essential to the art of marketing. Always communicate truthfully with potential customers to avoid facing legal consequences.
- **Scrub Do Not Call (DNC) Lists: **If you plan to call a lead, you must first confirm that they are not registered with the FCC on the federal [DNC list](https://www.donotcall.gov/). Cold-calling consumers who are on the DNC list could land you in hot water with the FCC. Besides, consumers who are on the DNC won't respond well to calls and are more likely to convert if you reach out to them via other means, like email.
### **Data Storage**
Once lead data is collected, it must be stored. When storing data, make sure that your most relevant and up-to-date information is easy to retrieve.
#### **Customer Relationship Management Software**
[Customer relationship management software](https://www.salesforce.com/crm/what-is-crm/) (CRM) can help. With CRM, all of your leads can be easily organized and stored in one place, minimizing the risk of a valuable lead falling through the cracks.
#### **Secure Lead Generation Backup**
Securely backing up your data is also an important part of storage. As the old saying goes: "One copy is none copy." Digital storage is reasonably reliable, but a single loss of data could sink your operations. It's always better to have an encrypted backup of all of your important files than to risk losing all of your leads.
### **Data Maintenance and Data Usage**
Data maintenance and usage go hand in hand. Any time a piece of data is used, it's likely to be updated, if even just to note that a lead's been contacted. Since these two parts of the process are so closely intertwined, we'll tackle these two stages of the data lifecycle together.
#### **Data Enrichment**
[Data enrichment](https://www.sciencedirect.com/topics/computer-science/data-enrichment#:~:text=Data%20enrichment%20refers%20to%20the,context%20obtained%20from%20additional%20sources.) is the technical term used to describe adding new information to an existing lead. You want to know anything and everything that might be relevant to your dealings with the public, and beefing up your initial leads with more information over time is the key to gathering and distributing relevant information.
#### **Lead Management Automation**
Once you've stored your leads, it's important to keep them updated with any new information. Especially if you have a large team, instilling a culture of diligent note-taking and updating will lead to more efficient operations and, ultimately, more conversions.
Some functions of lead data maintenance can be automated, usually through a CRM. Notes like how and when a lead has been contacted are easy enough for software to keep track of, freeing up valuable time so your team can focus on tasks that reach beyond documentation.
#### **Lead Formatting**
Keeping leads formatted appropriately can also help significantly. Your team should know exactly where to look to find the information they need about a lead, and your standard operating procedures (SOPs) should dictate when, where, and how to note the details and status of a particular lead. That way, you won't waste time looking for information in the wrong place.
#### **Lead Syncing**
You may rely on multiple pieces of software to generate, manage, and contact leads. That's great! Pick the best tools for your business. However, keeping all of those pieces of software in lockstep with one another can take quite a bit of time. Look into ways to automatically [sync lead data](https://knowledge.hubspot.com/ads/sync-leads-from-your-facebook-page-or-linkedin-ads-account-to-hubspot) across multiple platforms so that a change in one place affects the appropriate change across all of your systems. Nothing's worse than trying to square inconsistent data about a lead.
#### **Lead Segmentation**
Curating [personalized offerings](https://blogs.oracle.com/marketingcloud/post/lead-management-best-practices-for-account-based-marketing-success) for your potential customers can significantly increase conversions. You can even organize your leads based on which personalized offers they're most likely to jump at. Lead segmentation is the process of dividing up your leads into categories so you can tailor offers to them specifically. Segmenting leads effectively (and updating a lead's segment as you gain more information about them) is an important part of lead data management.
#### **Lead Scoring**
As another axis along which to organize your leads, consider [lead scoring](https://www.fool.com/the-blueprint/lead-management-best-practices/). Lead scoring takes into account everything you know about your leads and ranks them according to their conversion likelihood. With [effective lead scoring](https://revenuegrid.com/blog/7-best-practices-in-lead-management/), you'll never wonder where you ought to direct your marketing efforts; simply put the most energy into the highest-scoring leads, and you'll see results. You can even automate lead scoring to help keep leads organized as your relationships evolve.
### **Data Cleaning**
Data cleaning is how you keep your database from becoming cluttered with outdated or irrelevant information. There are two main cleaning processes: archiving data and deleting data.
#### **Archiving Data**
You should archive information you need to keep for your records, but that you don't need to access regularly. Reasons to archive include [avoiding duplicate leads and maintaining records](https://www.koncert.com/blog/5-best-practices-for-your-lead-management-system) for reporting and compliance.
#### **Deleting Data**
If you know for certain you will never need a piece of data again, you can safely delete it. Deleting very old or redundant data, rather than archiving it, can help save on data storage costs. Keeping your team clear on the difference between data they ought to archive and data they ought to delete will help avoid a lot of headaches in the long run.
### **Next Steps**
If you're curious about other best practices for lead data management and automated tools that can help optimize your business operations, [reach out to Aktify](https://aktify.com/company/contact-us) today.
Aktify uses robust data science and machine learning to foster strong relationships with customers. Aktify’s solutions are invisible, fluidly integrating with a wide variety of CRMs and marketing automation platforms. Aktify delivers phone calls and closes deals. Many of Aktify's clients enjoy a tenfold return on investment by leveraging the power of thoughtful customer communications.
No matter your industry, Aktify can help streamline your customer relations, improving both efficiency and personability at every step of your sales funnel.
---
## A Marketer’s Guide to Data Lifecycle Management (DLM)
URL: https://aktify.com/blog/a-marketers-guide-to-data-lifecycle-management-dlm · Published: 2022-03-22 · Category: Industry Insights
Since every piece of data gathered by your business varies, each piece should be handled differently. What's more, the ideal way to handle all that data will inevitably change over time. Do you really need to hold on to years-old customer support tickets for a software you no longer offer? Of course not.
However, developing a robust system for revising data management protocol and guidelines doesn't happen automatically. You can't hire one employee to handle one piece or type of data and expect to operate efficiently. Having a single team member to handle all data creates a communications and operations bottleneck you may not be able to overcome. Everyone on your team needs data access and should be able to solve simple problems surrounding data management.
Data Lifecycle Management (DLM) can help take the stress of data management off of your team. If you're a business owner or executive, understanding DLM will allow you to structure your business and optimize the flow of data. If you're a marketer, DLM can help you improve lead generation, lead processing, and flow. Below, learn everything you need to know about what data lifecycle management is and how it can be beneficial for your business.
## **What Is Data Lifecycle Management?**
[DLM](https://www.techtarget.com/searchstorage/definition/data-life-cycle-management) is the practice of automating data lifecycle processes. The phrase "data lifecycle" refers to the different stages of use and usefulness a piece of data traverses over time. From collection to retrieval to removal, DLM helps you manage your data with care and efficiency.
With DLM, you can organize pieces of data into tiers. Each tier will have different protocols associated with it. DLM will both instruct users on what to do with a piece of data based on its tier and automate any management processes well-suited to automation. You can also automate migration of any piece of data to ensure that its lifecycle is always tracked accurately and that the most relevant data remains easily accessible.
## **Three Main Goals of Data Lifecycle Management**
The three main goals of DLM are security, availability, and integrity. A good DLM platform will offer all three.
### **Security**
[Cybercrime](https://www.nasdaq.com/articles/cybercrime-predictions-for-2022) threatens businesses both large and small in every sector. Many cyber crimes target contact information, payment information, and other sensitive data sets. The larger the number of services managing your data, the more points of entry there are for potential cyber criminals. DLM is no exception; it's another link in the chain, and it must stay strong in order to protect the privacy of your business, employees, and customers.
### **Availability**
While your data needs to stay entirely out of reach of intruders, authorized users should be able to have the information they need at all times. Inefficient security systems, poorly designed interfaces, or reliance on inconsistent network connections can produce a lot of friction for users and hamper business operations. If accessing your data becomes much harder than logging into your bank account, you may be losing out on some of the efficiency that DLM could otherwise offer.
### **Integrity**
Information is only helpful when it's accurate. DLM that fails to confirm the accuracy of the data it generates or manages is essentially useless. Errors can also occur during data migration, introducing further risk of inaccuracy and complications. You don't want to spend all of your time managing the data management software. High-integrity DLM will simply just work, allowing you to worry less about data management and focus more on important tasks.
## **Data Lifecycle Management Framework**
Using a basic framework, there are many different ways to model the data lifecycle and its five stages. Here's a generalized five-step framework to help you visualize your business's data lifecycle management:
- Collection
- Storage
- Maintenance
- Usage
- Cleaning
Here's a breakdown of what each step entails.
### **Data Collection**
Users, devices, applications, and machinery continuously generate data. Data capture methods differ by industry and data source, but businesses usually have mechanisms in place to either manually or automatically distinguish valuable data from noise. Once you fish valuable data from the vast sea of potential inputs, you'll need to figure out where to store it.
### **Data Storage**
Businesses must store data in a stable environment in order to ensure they can retrieve it later. Once you've made the data amenable to organization, you'll usually migrate it onto some form of storage media, either with hardware or in the cloud. A newly collected piece of data should live in a readily accessible place, but may move later. Your data storage solution may automatically compress or alter your data to make it easier to store.
### **Data Maintenance**
Your storage environment should be extremely secure in order to protect privacy and prevent cybercrime. Always keep a backup of all of your data in case something goes wrong and you can't access your primary data repository. Consider implementing automated redundancy to back up your data without having to double check. These are the basic steps of good data maintenance.
### **Data Usage**
Using data is the whole point of collecting, storing, and maintaining it. This is the stage at which users can access data and use it to contact leads, make reports, create visualizations, and do business more effectively. Availability is the principle concern at this stage of the lifecycle. Planning your workday around a single piece of data only to lose access to it through some fluke will cost you time and money.
### **Data Cleaning**
Data cleaning is how you keep things organized. There are two main cleaning processes: archiving and deleting. Data gets archived when it's no longer relevant to day-to-day operations. It'll still be around but kept out of the way so that more relevant pieces of data can come to the fore. It's best to archive data when you don't have an imminent need for it but still want access to it for reference or reports. Archived data will usually live on a different medium from active data.
Data gets deleted when it's no longer relevant. This is the end of the lifecycle. Truly deleted data is irretrievable and cannot be consulted for analysis or reports. Some businesses never delete anything, but businesses that gather large amounts of data need to delete at least some things in order to save on storage costs. Only delete something if you are entirely certain you will never need it again, and make sure to follow any applicable data privacy regulations when deleting data. Don't delete anything you're legally required to keep.
## **Benefits of Data Lifecycle Management**
The core [benefits of DLM](https://www.spirion.com/data-lifecycle-management/) are efficiency, compliance, security, and value. A good DLM platform will provide all four. Here's a breakdown of what to look for in each category.
### **Efficiency**
The most obvious benefit of any type of automation is efficiency. Why waste labor hours on a process that good software can carry out automatically? The several levels of data automation at play in DLM will save countless hours and headaches by swiftly managing every piece of your data.
### **Compliance**
Complying with data management rules and ensuring that you archive (not delete) any information you may need down the line can get tricky to manage manually. Everyone on your team must stay up to date on what should be archived, and this can lead to miscommunication as strategies and regulations change with time. Your business may fall out of compliance as a result. Automating data compliance with DLM means you only need to communicate changes in protocol once (to the software) rather than repeatedly (to your team).
### **Security**
Your users trust you with your (and their) data. Any security breach violates that trust and could damage your reputation. You are staking your entire business on your security solution's effectiveness. Automating data management means granting access to data to fewer users, which helps to minimize the number of entry points to your database. Fewer points of entry means lower risk of a security breach.
### **Value**
Not only can DLM save you money, it can also make you money. Large volumes of data, when managed by hand, often contain important information that gets overlooked. If you can't leverage the data you collect to its greatest potential, why collect it all? With DLM, you can set up custom filters that will find and highlight important or anomalous pieces of data. You can then take that information and use it to the fullest for the good of your business.
## **Learn More with Aktify**
If you're curious about DLM and other automated tools that help optimize your business operations, look into Aktify.
Aktify uses robust data science and machine learning to foster strong relationships with customers. Aktify’s solutions are invisible, seamlessly integrating with a wide variety of CRMs, DLMs, and other marketing automation platforms.
No matter your industry, Aktify can help streamline your customer relations and improve efficiency at every stage of your sales funnel. [Reach out to Aktify today.](https://aktify.com/company/contact-us)
---
## How to Choose the Right Lead Generation Partnerships to Grow Your Business
URL: https://aktify.com/blog/how-to-choose-the-right-lead-generation-partnerships-to-grow-your-business · Published: 2022-03-17 · Category: Lead Generation
Are you looking for more leads for your business? Well, of course, you are! To grow sales and revenue, you need to constantly be adding leads to your pipeline.
When marketers were asked to [rank their top priorities](https://www.hubspot.com/state-of-marketing?hubs_post=blog.hubspot.com%2Fmarketing%2Fbeginner-inbound-lead-generation-guide-ht), generating more leads was far and away at the top of the list. They ranked it well ahead of increasing customer satisfaction, brand awareness, customer retention, and closing more deals. Leads are clearly a top priority.
However, lead generation isn’t easy. Getting accurate data, balancing volume and quality, and creating a consistent pipeline are all challenging. You need to make sure you have a strategic process in place to handle, nurture, and move leads through the buyer’s journey and the sales enablement tools you need to support and turn leads into customers.
While there’s a lot to worry about to create an efficient and sustainable sales process, it all starts with generating leads.
## **What Is a Lead Provider?**
B2B lead providers help companies develop leads. They range from lists to tech tools to full-service marketing agencies to help deploy lead generation tactics.
There are four main types of lead gen providers:
1. Database and list providers
1. Inbound lead generation companies
1. Industry niche sites
1. Outbound lead generation companies
### **Database and List Providers**
Lead generation companies that cull and aggregate consumer and business information provide lists of leads for purchase. Leads can be sorted in a variety of ways to provide targeted lists based on predefined data. For example: You can buy lists of B2B leads by industry, revenue, number of employees, job title, location, etc.
Some list providers will have their own B2B contact databases, others will cultivate existing lists, and others specialize in specific areas such as LinkedIn for data sourcing. There are also lead aggregators that purchase lists and then resell them.
### **Inbound Lead Generation Companies**
Inbound lead gen providers work to optimize your website, create content, social media, brand, and SEO to generate demand and capture leads. By making your content easier to discover and creating relevant, valuable content, you can better attract website visitors and convert them into leads.
### **Industry Niche Sites**
While most inbound lead generation providers work directly with customers to improve the quality of content, websites, and landing pages, others are self-standing websites. For example: A website might help consumers find lawyers in their local area and sell the leads to law firms. Sites like Cars.com or Autotrader do this for car dealers.
### **Outbound Lead Generation Companies**
By comparison, outbound lead generation companies send out or push messages to a targeted audience. This might include email campaigns, cold calling, display advertising, direct mail, or any number of tactics.
While some agencies and lead gen companies will provide multiple services, others will focus more heavily on one aspect. For example: A lead gen provider might excel at email marketing while another may focus its effort on social selling tactics. Which led gen provider you choose will depend on what your needs are and what you already do to attract leads.
## **How To Choose Lead Gen Providers: 8 Questions To Ask**
When choosing lead generation partners, there are many variables to consider. We’ve put together a list of questions you should ask to make sure you find the right partner for your business.
### **1. What Services Do They Actually Offer?**
As we mentioned above, lead gen providers come in all sorts of shapes and sizes. You need to make sure that any company you do business with provides the type of services you need. It makes a big difference whether you want to buy a list and do the marketing yourself to generate leads or if you want someone to deliver you qualified leads that have indicated some level of intent.
Most companies today employ several different solutions within their marketing and tech stack, using multiple tactics. For example: They may use a mix of inbound and outbound marketing tools doing email campaigns using [account-based marketing](https://martech.org/what-is-account-based-marketing-or-abm-and-why-are-b2b-marketers-so-bullish-on-it/) (ABM) with lists they’ve bought, and using a chatbot/SMS platform that provides [best-in-breed conversational AI](https://aktify.com/) to engage website visitors.
### **2. How Are Their Leads Sourced?**
Where leads come from and how they are sourced are crucial. For example: When you buy lists, the leads on the list don’t know you. Generally, they have opted in on another site and may see your marketing efforts as unwanted. Since you’ve never had any contact with them, any marketing you do might come off as spam.
Leads can also grow stale quickly. If your lead gen provider is handing you leads, you need to make sure they are current and constantly updated. People change jobs quickly these days, so an old lead might be worthless.
Some of the best lead generation solutions will source leads from your website or content so you can be assured the information collected is current and has opted-in to your offers.
### **3. How Are Leads Qualified?**
Similar to sourcing, you want to understand how lead gen providers qualify leads. You should set strict parameters for how and what qualifies as a lead, especially when you are buying them.
### **4. How Do They Deliver Quality Leads?**
The quantity of leads your lead generation partnerships deliver is only important if the leads are high-quality. The more quality leads you have, the better your closing rate will be.
Nearly half of all marketers say that [ROI measurement is a priority](https://www.demandgenreport.com/resources/reports/2021-state-of-growth-marketing-organizations-relying-on-data-cx-to-reconfigure-pricing-identify-strongest-lead-gen-channels-reduce-churn/). You will want to evaluate how lead gen providers develop leads to ensure you get the balance of quantity and quality you need.
### **5. How Do They Measure Success?**
The best lead generation companies will measure success based on results rather than numbers. Someone can hand you a million email addresses, but if they don’t lead to sales, you’ll waste a lot of time chasing unproductive leads. It could drive your marketing and sales teams crazy.
When choosing lead generation partnerships, discuss how they measure success, what metrics they use, and how they deliver ROI.
### **6. Can They Integrate With Your CRM and Marketing Tech Stack?**
You need a lead generation provider that can integrate their data with your CRM and tech stack. Leads need to fit seamlessly into your workflow and [automate the process of getting leads](https://aktify.com/blog/a-new-world-of-sales-automation-why-consumers-embrace-messaging-conversational-ai-and-virtual-agents) and information into your pipeline.
When discussing potential lead generation partnerships, make sure there’s a mechanism to automate lead delivery into your specific tech solutions. Your team will thank you.
### **7. What Are Their Conversion Rates?**
What’s more important than leads? Conversions. It’s great to keep your pipeline full, but you need to convert leads to grow your customer base and generate revenue. Ask potential lead generation partners for their average conversion rate.
There’s a lot that happens between generating a lead and getting a conversion and almost all of that is out of the hands of your lead gen provider. However, good lead generation partners should be focused on delivering the highest quality leads that generate sales. That’s what it’s all about.
Which leads us to this: How do you evaluate ROI for lead generation companies?
### **8. What’s the ROI on Lead Generation?**
While most lead generation companies will tell you about their great return on investment and cite case studies with great results, you should independently develop your key performance indicators (KPIs) to evaluate any lead gen companies you work with to ensure you’re getting a fair return on your investment. Most companies today are tracking several metrics to evaluate ROI. You should be tracking:
- Marketing qualified leads (MQLs)
- Sales qualified leads (SQLs)
- Conversion rates
- Cost per acquisition (CPA)
- Customer lifetime value (CLTV)
Tracking these key metrics and slicing them by source and lead gen provider can help you determine which lead generation companies are giving you the most bang for the buck.
These metrics also help you evaluate your marketing and sales efforts to find potential roadblocks or shortfalls in your sales development processes. When you find leads getting stuck in the pipeline, it helps you to evaluate your sales teams and your processes.
For example: If your marketing team does a great job of nurturing leads and turning them from SQLs to MQLs, but you’re not closing the number of deals you should be, it’s a sign something’s not working right. You can dig in and see what’s happening. Maybe your sales team needs more training, your lead scoring process needs adjustment, or you aren’t providing the marketing support your sales team needs.
## **Boost Lead Generation and Conversion Rates**
Of course, once you’ve generated a lead, it’s up to you to keep them engaged and drive them through the buyer’s journey. By engaging with them from the initial content and providing relevant, useful information, you can nurture your leads to improve conversions.
With the right lead generation partnerships and a well-defined marketing and sales process, you’re on the way to success!
If you’re looking to supercharge your sales pipeline? [Talk to the experts at Aktify today](https://aktify.com/) and learn how conversational AI can boost your lead generation and conversion rates today.
---
## A Basic Guide to Generating Leads for Your B2C Business
URL: https://aktify.com/blog/a-basic-guide-to-generating-leads-for-your-b2c-business · Published: 2022-03-11 · Category: Lead Generation
To grow your business with B2C lead generation, you need to reach customers before they decide when, where, and what to purchase so that you have the opportunity to guide them to your product before they even know they need it. That'll give you some measure of influence over how a customer conducts themself in the marketplace, granting you the leverage to facilitate a purchase either immediately or, more likely, down the line.
B2C lead generation is the chief means by which businesses create and maintain relationships with potential customers. Lead management doesn't end with running ads and maintaining an email list. A lead generation strategy is composed of many moving parts, including one-to-interaction with potential customers and regular check-ins with former customers.
Learn all about the basics of lead generation and B2C lead nurturing here.
## **What Is a Lead?**
A lead, in sales terminology, is a potential client. B2C leads can take many forms.
#### **Marketing Qualified Lead (MQL)**
An [MQL](https://www.gartner.com/en/sales/glossary/marketing-qualified-lead-mql-#:~:text=A%20marketing%2Dqualified%20lead%20(MQL,along%20to%20the%20sales%20team.) is a potential purchaser identified by the marketing team. They may have had multiple interactions with your product in the past without making a purchase, or they may simply belong to a very narrow demographic range that you've decided to target. MQLs should be passed on to the sales team to help facilitate a purchase.
#### **Sales Qualified Lead (SQL)**
An [SQL](https://www.gartner.com/en/sales/glossary/sales-qualified-lead-sql-#:~:text=A%20sales%2Dqualified%20lead%20(SQL,them%20into%20an%20active%20customer.) is a potential purchaser who has been in contact with your sales team. Once a lead becomes an SQL, your sales team will focus on converting that lead into a paying customer.
#### **Product Qualified Lead (PQL)**
A PQL is a potential purchaser with first-hand experience with your product, usually facilitated by a free trial or demo. PQLs who feel positively about the experience they've had with your product are in the perfect position to make a purchase.
## **What Is B2C Lead Generation?**
B2C [lead generation](https://blog.hubspot.com/marketing/beginner-inbound-lead-generation-guide-ht) is the process of attracting prospective customers to your business and establishing a relationship with them. Lead generation doesn't just refer to the initial connection but also includes the development of the relationship over time. It's essential not only to put your product in front of an audience but to develop a strong rapport and build trust.
## **B2C Lead Generation Process**
The goal of the [lead generation process](https://aktify.com/blog/lead-process-tips) is to turn strangers into promoters. There are a few steps in-between, though. Here's every phase of the lead generation process:
### **1. Turn Strangers Into Visitors**
Turning strangers into visitors is your first task. Common tools for accomplishing this include publishing SEO-optimized content, posting on social media, and running advertisements. If a stranger sees your content and decides to follow up (usually by clicking through your site), you've now turned them into a visitor.
### **2. Turn Visitors Into Leads**
Once on your website, a visitor should be immediately delivered to some sort of landing page designed for people who've never been exposed to your product before. The landing page should include a call to action (CTA). The CTA, though, shouldn't prompt a purchase right away.
Instead, your landing page should request some information, such as a visitor's email address or phone number. In exchange, offer an informative PDF, video, or sample of your product or service to be emailed to the visitor. Once you have a way of getting in touch with a visitor, they've become a lead.
### **3. Turn Leads Into Customers**
To turn a lead into a customer, you need to manage the relationship carefully. Send regular reminder emails about your product line or recent developments in your business or industry. Let them know whenever you release new informative content on your blog or social media. They're already interested — give them a way to fulfill and deepen that interest without necessarily having to buy right away.
Very few consumers are ready to make a purchase the first time they hear about a product. Instead, they prefer to build trust in a brand before closing the deal. Converting leads into customers is all about giving them space to build that trust without feeling excessive pressure.
Of course, once they're willing to make a purchase, you'll be ready, but hard-selling too soon can really spoil a transaction.
### **4. Turn Customers Into Promoters**
It's vital to stay in touch with your customers. Don't just offer support — actively solicit feedback. Let them know you care about their experience with your product, even after they've made a purchase. The more available you are to your customers, the happier they'll be. The happier your customers are, the more likely they are to promote your product to others.
## **Lead Generation Strategies**
Lead generation can be very intimidating. Indeed, it's one of the most complex parts of running sales. Don't give up, though; there are many different ways to successfully generate leads for your business.
If you have any past customers, it's a good idea to keep in touch with them. That way, they know you care about their experience with your product or service. It doesn't just make them more likely to return to you next time they have a need; it also makes them more likely to refer others to your business. Word-of-mouth recommendations go much further than advertising to generate solid leads.
It's also important not to fall out of contact with any existing leads. Maybe the first time you contacted a lead, they weren't ready to buy, but their situation may evolve over time — especially if you keep in touch.
In all of your communications — be they individual or with a large audience — be sure to focus on developing a sense of trust and authority. Customers who view you as credible are more likely to make a purchase. Building your credibility can include hosting a blog on your website, throwing events or webinars, or live-streaming Q + A sessions about your field.
## **Lead Generation Challenges**
Lead generation comes with a wide array of [challenges](https://www.convoso.com/blog/the-five-biggest-challenge-facing-lead-generators/). Generating qualified leads, in particular, tends to throw many businesses for a loop. Having accurate data about your customers and crafting a compelling message with an enticing CTA will get you most of the way there.
The most significant limitation here is usually creativity: try to think outside the box to generate new and exciting ideas about reaching out to your customers. Maybe there's a blog post related to your industry that you've wanted to write or an idea you've had for a sketch that could be turned into an advertisement. If you're excited about your campaigns, your customers are more likely to be excited, too.
Another common challenge is staffing and networking. Not having enough people on your team to help generate leads — or not having people who are excited about your product — can undermine the lead generation process before it even begins. Make sure to surround yourself with people, both staff and industry peers, who are as excited about your product as you are, and you'll generate leads more quickly.
Many businesses also struggle with measuring and documenting lead generation. If you don't know how and where your leads are generated, you won't know how to invest in the future. Always keep track of your leads and where they came from to help inform your strategy.
## **Should You Buy Leads?**
As with every business venture, it's tempting to take a shortcut when generating leads. If someone promises to sell you leads, it may offer a marginal benefit to your business but won't help as much as generating leads organically. One [quality lead](https://aktify.com/blog/lead-quality-vs-lead-quantity-which-is-more-important) is always more valuable than a mountain of poor leads.
But a lead's a lead, right? Why won't buying them be as beneficial to your business as finding them yourself?
Organically generated leads are much more likely to convert than purchased leads. Any lead you purchase and attempt to engage is effectively a cold call, and you have no insight into their needs and wants. In contrast, organically generated leads have gone out of their way to click on your content, visit your website, and give you their information.
Leads who have opted-in have already conveyed an interest in your product. Focusing your attention on potential customers who've already expressed interest will more often result in a sale than cold-calling a purchased lead. Putting as many resources into a purchased lead as you would an organic lead — more, even, since you bought the lead to begin with — can often be a waste of time.
There are also legal concerns. Three major pieces of legislation govern how businesses may generate leads and reach out to potential customers: the [General Data Protection Regulation](https://gdpr.eu/what-is-gdpr/) (GDPR), the [Do Not Call](https://www.donotcall.gov/faq.html) (DNC) registry, and the [Telephone Consumer Protection Act](https://www.fcc.gov/sites/default/files/tcpa-rules.pdf) (TCPA).
All marketing and lead generation efforts must carefully deploy [GDPR, DNC, and TCPA compliance best practices](https://aktify.com/blog/common-compliance-regulations-for-marketers-a-brief-guide). Knowingly or unknowingly violating any one of these consumer protections can have serious legal consequences. Some communication channels even [ban the use of purchased contact lists](https://mailchimp.com/help/examples-of-compliant-and-non-compliant-lists/) to protect themselves and their users. You may feel tempted to buy leads, but it's very risky and, often, ineffective.
## **What's Next?**
If you've got a plan to generate leads but aren't sure how to keep in touch with them, Aktify can help.
Aktify uses robust data science and machine learning to delight customers with thoughtful conversations and well-curated gestures. Aktify's solutions are invisible, integrating with CRMs and marketing automation platforms. Impersonal communications may alienate customers and leave money on the table.
Aktify converts leads into customers using AI-powered SMS conversations that simulate virtual customer service agents. With Aktify, your team can extract value from leads that may otherwise fall through the cracks, boosting revenue. [Get in touch today](https://aktify.com/company/contact-us).
---
## Common Compliance Regulations for Marketers: A Brief Guide
URL: https://aktify.com/blog/common-compliance-regulations-for-marketers-a-brief-guide · Published: 2022-02-18 · Category: SMS & Compliance
As a marketer, you have plenty of resources at your disposal to [reach out to new prospects](https://aktify.com/blog/communication-channels-by-generation-where-your-customers-prefer-to-have-sales-conversations). Although part of your marketing strategy is to engage your customers through content and other relationship management strategies, you likely also do your fair share of outreach through phone, email, SMS messaging, and other channels.
But sending out too many unsolicited messages puts you at risk of not complying with the Telephone Consumer Protection Act (TCPA), the General Data Protection Regulation (GDPR), and the Do Not Call (DNC) regulation. It also jeopardizes customer privacy rights and betrays the trust people have put into your brand.
If you're not sure how to continue your marketing efforts while adhering to state regulations, we've got you covered. We explain compliance regulations for marketers in detail and provide advice on [how you can safely reach new leads](https://aktify.com/blog/lead-process-tips).
## **Why are Compliance Regulations for Marketers Important? **
The Federal Trade Commission (FTC) and the Federal Communication Commission (FCC) have various laws and regulations to protect consumers against misleading ads and unwanted marketing messages. With the technology boost in recent years, it comes as no surprise that government agencies took action to protect people and their privacy.
Compliance regulations for marketers protect customers from being misled. They force brands to respect privacy rights and use collected customer data with care, reducing the SPAM sent out through email, phone calls, and other communication forms. The TCPA, GDPR, and DNC give consumers control of how many messages they receive and how their data gets used.
While these regulations undeniably protect customers, how do they help marketers? Staying compliant as a marketer is essential because you can easily cross the line from informative to intrusive, tarnishing your reputation and alienating potential customers. When you respect and protect customers' rights and wishes, you get to build trusting relationships, nourish a positive brand image, and increase revenue.
## **Things You Need to Know About Main Data Privacy Laws**
There are more than a few laws around the world that protect people from unsolicited calls, malicious data use, and other harmful marketing strategies. We review the three main ones today to help you stay compliant and safely operate your business.
### **What is TCPA? **
The Telephone Consumer Protection Act (TCPA) was passed in 1991 to protect the public from too many telemarketing calls. The law was later updated to include other channels as people increasingly began to use email and text messages. In general, [the TCPA](https://www.fcc.gov/sites/default/files/tcpa-rules.pdf) states that your business can’t call, email, or text message anyone without their consent.
#### **TCPA Penalties**
If your business contacts someone without permission, you run the risk of them reporting you to the FCC. The TCPA fines go up to $500 per violation but can reach $1,500 if the FCC determines that your company knowingly violated the law.
Since the FCC doesn’t put a statute of limitations on violations, it can fine you for an unsolicited message from years ago. [The best way to avoid penalties](https://aktify.com/blog/understanding-phone-carrier-compliance-and-double-opt-in) is to stay compliant with the TCPA from the get-go.
#### **TCPA Compliance Best Practices**
Whether you’re marketing to new leads using email, phone calls, SMS messages, chatbots, or other methods of communication, make sure you’re always in compliance by following the next steps.
- [Get consent for marketing communications](https://aktify.com/blog/tcpa-compliance-add-these-words-to-your-lead-form) or any other form of contact that includes reaching the customers. Your leads should willingly be on your mailing or phone list.
- Record consent by adding an opt-in form or sign-up sheet to your website.
- Each contact should know how to opt out.
- Don’t contact people after they’ve opted out.
- Only call people within the [recommended time frame](https://www.experian.com/business/solutions/regulatory-compliance/tcpa-compliance#:~:text=The%20TCPA%20restricts%20telemarketing%20calls,p.m.%20(called%20party). That is between 8:00 a.m. and 9:00 p.m. in the customer’s time zone.
- Respect when customers don't want you to contact them.
### **What is DNC? **
The [Do Not Call (DNC) registry](https://www.donotcall.gov/faq.html) is a database established by the FTC in which consumers can sign up and opt-out of telemarketing calls. Telemarketing companies must check the DNC registry before contacting customers. If they reach any name on the list, they face severe penalties.
#### **DNC Penalties**
Since the advent of robocalls, many companies have managed to stay ahead of the DNC. According to the [FTC’s website](https://www.consumer.ftc.gov/articles/national-do-not-call-registry-faqs#:~:text=Companies%20that%20illegally%20call%20numbers%20on%20the%20National%20Do%20Not,up%20to%20%2443%2C792%20per%20call.), the agency receives millions of reports each year. That said, the penalties for telemarketing to people on the DNC list are steep. The fines for contacting people on the registry can exceed $43,000 per call.
#### **DNC Best Practices**
You should subscribe to the National DNC Registry to stay compliant and avoid penalties. The subscription comes at a price but is much less costly than the potential penalties. Once you get access to the registry, you can run your list against the database and scrub numbers on the registry.
You can contact consumers on the registry if you have written consent from them. Like TCPA compliance best practices, it’s best to have a contact form or a sign-up database so you can record consent for every person on your phone list. That way, if someone tries to report you for calling, you can counter the claim with the consent form you got.
### **What is the GDPR? **
[The General Data Protection Regulation (GDPR)](https://gdpr.eu/what-is-gdpr/) is one of the best privacy laws in the world. It covers consumers in any country that is part of the European Union. If you do business internationally, it’s best to become familiar with this law as it governs how your business can collect and use customer information.
Your company must be transparent about why you’re collecting data and how you will use it. When processing customer data, you are obligated to keep it secure under the GDPR, and you can only use it for disclosed purposes.
#### **GDPR Penalties**
Fines vary based on the infraction, but they can reach 20 million euros ($20,372,000). You could put your company at risk by misusing cookie data, violating your privacy policies, or not getting contact consent from customers.
Some of the world’s largest companies have faced steep fines because they didn’t clarify the use of customers’ cookies. To protect people’s privacy, [Chrome and other browsers plan on phasing out this tool](https://blog.chromium.org/2020/01/building-more-private-web-path-towards.html). Another data tracking method will likely pop up to take the place of cookies, so you may want to develop other data-gathering strategies in response.
#### **GDPR Best Practices**
Knowledge is your best asset when it comes to GDPR compliance. Stay in line with these regulations by regularly updating your privacy policy. Train your employees on the proper use of customer data and have a solid plan in case of a data breach. Also, make sure your vendors comply with the GDPR and maintain your security software and infrastructure.
## **Stay Compliant With Expert Help**
If reading about TCPA and GDPR best practices has your head spinning, don’t worry. Compliance regulations for marketers can sound more intimidating than they are in reality. With expert help, you can easily stay compliant by keeping a detailed record of your customer consent, privacy rights, and more.
[Aktify](https://aktify.com/) takes all the guesswork out of the following compliance regulations for marketers. We can help you create consent forms, opt-in messages, and more tools that will allow you to contact new leads while complying with TCPA, DNC, and GDPR.
Because we use robust data science and machine learning to improve conversations between brands and people, your marketing efforts will pay out quickly and without much effort. Once you incorporate consent language into your client communications, Aktify will help you create campaigns that engage potential clients and pique their interests.
[Contact us](https://aktify.com/get-demo) today and learn more about how we can help you grow your company.
---
## Understanding Do Not Contact (DNC) Compliance
URL: https://aktify.com/blog/understanding-do-not-contact-dnc-compliance · Published: 2022-02-07 · Category: SMS & Compliance
It's no secret that telemarketers sometimes overstep the line and overload customers with sales pitches. As the concern about customer privacy rose over the years, [the Federal Trade Commission (FTC) established the Do Not Contact rules ](https://www.ftc.gov/news-events/media-resources/do-not-call-registry)to give people a little break from unsolicited sales calls and text messages. Now, anyone who doesn't want to receive telemarketing calls or texts can add a phone number to the Do Not Contact Registry, and businesses can't contact them for sales purposes without breaking the law.
The question is, how can telemarketers still operate their businesses and reach customers without jeopardizing their privacy? The answer lies in following the DNC rules and regulations. As long as you achieve and maintain DNC compliance, you can communicate with customers and accomplish your sales goals. Otherwise, you may run into customer dissatisfaction and face fines and penalties for disregarding the rules.
If you're not sure how DNC compliance works, we have you covered. We composed a comprehensive guide to understanding the Do Not Contact rules and provided tips on how to comply with ease.
## **What Is DNC Compliance?**
DNC compliance means following federal rules for customer privacy. It involves ensuring that your business is not calling or otherwise contacting the phone numbers listed on the Do Not Contact (DNC) registry.
The federal government has a DNC registry of all people who don't want to be contacted by telemarketers. Many states also maintain their own DNC registries. As a company, you must comply with all the relevant rules, both on the federal level and in the states where you do business.
The same applies to robocalls and automated text messages. Regardless of who is contacting the customer, you must ensure the party on the other side is not on the DNC registry. If you outsource any of your telemarketing work, you will also need to oversee your vendors and ensure they follow the rules.
## **The Importance of DNC Compliance for Customers and Businesses**
The Do Not Contact Compliance allows consumers to exercise their right to privacy by deciding who can contact them and under what conditions. Today, many people feel overloaded with marketing information and sales pitches. [Studies have shown](https://www.marketingweek.com/ad-saturation-damaging-trust-in-brands/) that the more advertising people get exposed to, the less they trust businesses. Over-saturation in advertising can make consumers feel cornered by marketers and their aggressive sales techniques. The DNC restores customer confidence in the marketplace as companies take more care about people's preferences and privacy.
Following these facts, some people wrongly assume that DNC compliance harms and limits business operations. In reality, the DNC rules help telemarketers build trust and long-lasting relationships with customers by demonstrating respect for privacy.
If a consumer has taken the time to list their number on the DNC registry, receiving a telemarketing call will likely make them feel annoyed and invaded. That's not the kind of impact you want to have on consumers. Instead of overloading customers with sales pitches, calls, and text messages, [you want to create meaningful, targeted marketing strategies](https://aktify.com/blog/communication-channels-by-generation-where-your-customers-prefer-to-have-sales-conversations).
The key is to pay attention to what consumers want. If some people dislike telemarketing, it's a good idea to avoid calling them and focus on other marketing strategies. Social media, emails, or in-store promotions can [help you reach that particular group of consumers](https://aktify.com/blog/conversational-marketing-the-definitive-guide).
## **How Can Businesses Access the Do Not Contact Registry?**
Consumers who don't want to receive unsolicited sales calls or text messages can register their phone numbers with the DNC registry in their state. They can also do so on the federal DNC registry. Once a phone number gets registered with the DNC, businesses may not contact those phone numbers for sales purposes.
Businesses are responsible for informing themselves about the phone numbers on the DNC list and downloading lists at least every 31 days. They also need to check the registry for newly added numbers because the list constantly gets updated. The FTC levies penalties against companies that fail to comply with the Do Not Contact laws.
The FTC organizes the DNC registry by area code and allows you to access data for up to five area codes free of charge. If your business needs more data, there is a charge of $69 for each additional code. The maximum fee is $19,017, which means that companies operating on a national scale may face substantial charges to access the DNC.
## **What Are the Penalties for Non-Compliance?**
Businesses that fail to comply with the DNC rules and regulations risk severe penalties. Here's what you can expect:
### **Fines for Failure to Comply**
Companies that contact phone numbers on the National Do Not Call registry are subject to fines of up to $43,792 for each incident. That applies to phone calls placed by telemarketers as well as robocalling devices. The penalties also come for DNC texting, [whether messages got sent by a human agent or a computer](https://aktify.com/blog/the-complete-guide-to-conversational-ai).
### **Penalties for Failing to Download the DNC List**
Telemarketing companies must access the DNC list before contacting consumers in any way. It's against the law to reach any person living in a given area code without first accessing the portion of the DNC that applies to that area code. Violations can result in fines of up to $46,517 per breach.
Each call counts as a separate violation. If your business makes multiple calls or sends multiple texts before downloading the DNC list, the fines could add up quickly.
### **Provision for Errors**
The FTC does have [a provision for mistakes](https://www.ftc.gov/tips-advice/business-center/guidance/qa-telemarketers-sellers-about-dnc-provisions-tsr#Compliance). If you accidentally call someone on the DNC list or within an area code you have not paid for beforehand, you may meet the requirements of the so-called Safe Harbor provision. In that case, the business will not be subject to any fines or penalties.
Meeting the provision of the safe harbor regulations means that businesses must demonstrate that:
- They have a written policy and an employee training program in place for compliance with the DNC regulations
- They routinely monitor compliance with the DNC rules
- There's a regularly updated list of the names on the DNC registry
## **How to Stay Compliant**
If you want to grow your business in a healthy and customer-centered way, remaining compliant with Do Not Contact rules and regulations is essential. Here are a few tips to help you get started:
### **Train Your Current and New Employees**
A growing business accepts many new employees. As people start working in your company, they may not remember to check the Do Not Contact registry before sending a text or making a call. A comprehensive DNC training program can help your new employees avoid starting mistakes and remind your existing teams of the compliance rules.
### **Update Your Records**
As a telemarketer, your responsibility is to regularly download your list of the phone numbers on the Do Not Contact registry. You have to do so for all the area codes that you do business in and update your records at least every 31 days. As you expand the business regions, don't forget to download the lists of the new area codes.
### **Work with the Experts in the Field**
No matter how carefully you do your research, you will likely find that the Do Not Contact rules are more complicated than expected. An expert with plenty of experience in the field can help you overcome any difficulties and get a firm grasp of DNC compliance.
[Aktify](https://aktify.com/) uses state-of-the-art data science and machine learning to help businesses build solid and lasting relationships with their current and future customers. Our solutions integrate with CRMs and marketing automation platforms for seamless use. We deliver phone calls and closed deals, and we have demonstrated an ROI of at least tenfold.
[Get in touch today](https://aktify.com/company/contact-us) to learn what we can do to help you with DNC compliance and support your growing business.
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## Lead Process Tips: A Quick Guide to Supercharging Your Lead Management
URL: https://aktify.com/blog/lead-process-tips · Published: 2022-01-24 · Category: Lead Generation
The lead management process is how your company finds and acquires potential clients and customers. There are several steps involved, including:
- Identifying potential customers (i.e. leads)
- Engaging with and educating them about your service or product
- Qualifying leads and passing them onto sales
Lead process management essentially bridges your marketing and sales teams. Marketing is responsible for cultivating leads using several different methods, including:
- Cold calling
- Emailing
- Content marketing
- Using sales prospecting tools (e.g. LinkedIn Sales Navigator)
Once those leads are *qualified* (we'll explain more about what this means below), they can be handed off to sales so they can work to close the deal.
Having an efficient and optimized lead process is important. Although it's easy enough to contact many prospects through email, phone calls, and social media, it's important to know that you're contacting the *right* people. You want to ensure that you're reaching out to people that would be interested in hearing more about your product or service rather than wasting time and resources on people that aren't looking for what you're selling.
In this article, we'll give you a list of helpful lead process tips on how you can streamline your business's lead management and vet prospects to ensure they'll be receptive to what you have to offer.
## **9 Lead Process Tips to Streamline Lead Management**
**1. Determine Sales Qualified Leads**
A sales qualified lead is a prospective customer who is ready to engage with your sales team. At this point, your marketing team has thoroughly vetted this lead and determined that they have expressed significant interest in your product or service. This lead is likely to be receptive to your sales team’s effort to close the deal and convert them into an active customer.
**2. Distinguish Marketing Qualified Leads**
A marketing qualified lead (MQL) is someone who has engaged with your business in some way, shape, or form. An MQL could potentially be converted to a sales qualified lead if they continue to express sustained interest in your product or service.
Someone could be deemed a marketing qualified lead if they take actions like:
- Adding items to a shopping cart
- Signing up for an email list
- Downloading free materials
- Repeatedly visiting your website
A marketing qualified lead needs to be vetted more before they can be deemed a sales qualified lead.
**3. Know Your Buyers’ Personas**
A buyer persona is a detailed description of a fictional person that represents your target audience. This description includes things like:
- The person’s name
- Demographic details
- Interests
- Behavioral patterns
- Goals and motivations
Buyer personas can help guide your product development, brand voice, and marketing strategies. After all, how can you target your products and campaigns successfully if you don’t know your target audience?
**4. Determine Your Lead Generation Process**
Lead generation is a marketing process that involves attracting prospective clients and customers to your business. The main goal of lead generation is to build a sales pipeline in which prospects can be nurtured until they’re ready to become an active customer.
You can generate leads in a variety of ways, including:
- Social media content
- Blog posts
- Deals and coupons
- Live events
**5. Lead Sourcing**
Lead sourcing is another, less common name for lead generation. For more information on lead generation, see tip 4.
**6. Lead Scoring and Prioritization Tracking**
Lead scoring and prioritization help you automate your marketing by assigning a score to each of your leads. This score represents how much a lead has interacted with your business and how interested they are in your product or service. Marketing qualified leads that score over a certain threshold can be given priority and passed from your marketing team to sales.
The following is a list of activities that could potentially increase a lead’s score:
- Visits to your business’s website
- Chatbot engagement
- Email activities (opt-ins, opens, clicks)
- Downloads (e.g. free resources, e-books, whitepapers, etc.)
- Webinar registrations and attendance
- Contact form submissions
Activities that could potentially decrease a lead’s score include:
- Email opt-outs
- Lost deals
**7. Lead Nurturing to Land Sales**
Lead nurturing is an important marketing activity that involves engaging your prospective customers and clients by supplying them with useful information and offering a delightful experience throughout the buyer’s journey.
It ensures that you cultivate and solidify your relationship with prospective customers at every stage of the sales funnel. Effective lead nurturing results in more conversions, more sales, and larger purchases.
You can use lead scoring to prioritize the prospects that would be receptive to further nurturing. Lead nurturing activities include but are not limited to:
- Segmentation
- Providing educational content
- Sending out personalized email campaigns
- Facilitating social media interactions with sales reps
**8. Segmenting Emails for Lead Personalization **
We mentioned segmentation as an effective lead nurturing tactic in the previous section. But, what exactly is it?
Market segmentation is the process of dividing your target audience into subsets based on shared characteristics. Segmentation can be carried out based on:
- Demographic data (e.g. age, gender, geographic location, religious or political affiliations, etc.)
- Stages of the buyer’s journey
- Website behaviors (e.g. what pages your leads are clicking on)
Effective segmentation can help you personalize your email campaigns, social media outreach, and more.
**9. Lead Tracking for Optimization**
Lead tracking is the process of tracking and recording your leads from initial touch to close. It involves:
- Determining where each lead was sourced from
- Monitoring where leads are in the marketing and sales funnel
- Taking actions to help move leads into the next stage of the funnel
#### **Reach the Right Prospects with Aktify**
Once you’ve prioritized and qualified your leads, it’s time for you to engage with them in a more meaningful way.
Aktify can help you adopt conversational AI technologies and build meaningful, authentic connections between you and your prospects. We use robust data science and machine learning methods to help drive thoughtful and effective conversations that will delight your customers. Our solutions are invisible and will integrate seamlessly with your favorite CRMs and marketing automation platforms.
Interested in nurturing your leads more effectively and supercharging your sales funnel? [Contact us today for a demo](https://aktify.com/get-demo).
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## Understanding Phone Carrier Compliance and Double Opt-In
URL: https://aktify.com/blog/understanding-phone-carrier-compliance-and-double-opt-in · Published: 2022-01-06 · Category: SMS & Compliance
To respect the privacy and safety of consumers, regulations have been put in place to control how brands proactively interact with consumers. These regulations, especially when dealing with SMS, can be difficult to navigate. At Aktify, we’re here to help you understand the regulations and make sure your business is compliant so we can help you can achieve the goals you have set out to achieve.
Businesses can stay ahead of the curve by ensuring opt-in compliance. This is done in one of two ways.
1. Have the right language and fields on lead forms (this is what we recommend).
1. Deploy a double opt-in process with existing recipients of communication.
Staying compliant with either of these two options will help your company avoid penalties and ensure your company’s Campaign Registry Trust Score and positive engagement rates stay high. More details on each of these options can be found below.
### Why Does this Matter?
There are quite a few reasons why it’s vital for companies to get ahead of this with urgency. Here are a few:
- **Carrier compliance** will help you avoid penalties and give you clean data that yields high results
- **Your Trust Score** will grow which affects your Application-to-Person 10 Digit-long Code (A2P 10DLC). Your business will become more trustworthy and credible to the industry and public.
- **Best user experience** will be provided to customers, as only those who have expressed clear interest will be reached out to.
- **Highest level of deliverability** will be reached. Contacting unwanted customers via SMS will lead to high opt-out rates and may lead to filtering by the carriers (Your messages never actually reach the customer)
### Lead Form Compliance
If your company plans to communicate through SMS with those who have filled out your form, you need to allow visitors to choose whether or not they wish to receive that communication. This cannot be a mandatory checked box or fine print stating that they agree when they hit “submit.” This must be an optional non-prefilled field that lets the visitor consciously make the decision to give consent to receive SMS.
We recommend you implement this ASAP, to avoid worrying about double opt-in. Here are three options for implementing this into your form. Revise all forms on your website to have one of the following:
- An unchecked checkbox that says, “By Submitting the webform, you are consenting to receive calls and texts. You may opt out of messaging by responding STOP”
- A picklist on the form that allows visitors to check yes/no, I agree/I do not agree to receiving communication through SMS
- A text field that asks visitors to type YES or I AGREE if they wish to receive communication through SMS
Make sure the contacts who have expressed consent in the format above are marked or tagged in your database.
### Double Opt-in
Double opt-in (DOI) is a tactic used to improve lead quality and ensure compliance. It’s a verification, sent by way of SMS, to consumers who may already be receiving communication from a business. This asks consumers if they wish to continue receiving communication from the given business **and **are willing to engage through SMS.
In the case that lead and contact forms do not include an optional way to give consent, phone carriers are now beginning to require proof of DOI for any marketing or promotional conversations.
### Impacts of Making these Changes
Initially you may see a decrease in your number of total engagements as well as your transfer rate. This decrease will primarily be composed of low quality leads and uninterested prospects. Despite these impacts, our recent trials with improved opt-in processes show a dramatically improved quality of leads. With the leads being higher quality and lower quantity, on average, output remained at a similar level, while engagement and transfer rates rose 61% and 12x respectively, when compared to the total number of leads uploaded.
Making these changes are necessary for the long term health of your database and communication strategy. Understanding regulations and compliance, especially in a relatively new industry can be difficult. We understand this at Aktify and we are here to help. Please reach out to us with any questions or needs.
---
## Communication Channels by Generation: Where Your Customers Prefer to Have Sales Conversations
URL: https://aktify.com/blog/communication-channels-by-generation-where-your-customers-prefer-to-have-sales-conversations · Published: 2021-12-14 · Category: Industry Insights
As sales and marketing experts, we know that determining the best communication channels to reach customers is vital for successful business operations. Sharing information effectively no longer involves talking to people over the phone or in person. [Technology and social media are transforming the way we communicate at incredible speed](https://www.forbes.com/sites/solrogers/2019/10/15/the-role-of-technology-in-the-evolution-of-communication/), forcing us to rethink our business processes to meet the shifting needs of our customers.
Understanding the elements that influence customers is the first step in this journey. While factors such as geographic location and income play a role, so does age. Each generation is influenced by personal, cultural, and social factors differently, which translates to changes in behavior and communication preferences. Learning these is essential when trying to determine how to share information with customers.
In this article, we give you an overview of the generations active in today's world. We dive deep into the communication preferences of each one of them to help you develop channels that would reach a diverse customer base.
## **The Importance of Understanding Communication Preferences In Sales**
If you don't know how to reach customers, look at all the means of connection. In addition to mail and the phone, today we also have email, text messages, live chats, video calls, and more. This interconnectivity gives every business an opportunity for [outreach via various methods of communication](https://aktify.com/blog/conversational-marketing-the-definitive-guide).
As great as it would be to rely on one form of communication, you may quickly discover that not everyone responds to it in the same manner. That’s because customers span several generations today, and each one of them has its preferences. While younger generations grew accustomed to all the digital innovations and social media, older ones still prefer conventional communication methods such as phone calls or emails.
Providing the best information at the right time using the most effective communication channels is already a challenge that most businesses face. Knowing your customers’ (and prospects’) communication preferences can be the difference between earning their attention and driving them away. Their birth year can provide valuable insight into [determining the way to create positive customer experiences](https://aktify.com/blog/a-new-world-of-sales-automation-why-consumers-embrace-messaging-conversational-ai-and-virtual-agents).
## **Communication Preferences by Generation**
Considering everything we outlined above, you may find yourself doubting which channel to choose to talk with all generations. Satisfying the needs of diverse customers is by no means easy, but it helps when you know what they seek in the first place. Our outline of generations and their preferences may help you determine the best communication channels to reach customers for your business.
### **Traditionalists (1925 - 1945)**
Traditionalists actually consist of two generations – the G.I. (Greatest) Generation and the Silent Generation. People born during these years lived through a substantial amount of change and uncertainty. They saw the Roaring Twenties, the Great Depression, and World War II. Considering they also witnessed all the changes in modern history, Traditionalists appreciate being recognized for their experience and prefer a formal way of communication.
For the vast majority of their lives, Traditionalists used handwritten (and typewritten) letters and hardwired (rotary) phones as the means of communication. This doesn't mean emails and other channels are unknown to Traditionalists but only indicates they may prefer meeting face to face or speaking with a person rather than an online bot.
Because of a generation that prefers respectful and formal communication, businesses should consider holding on to the traditional channels and personalized actions (such as handwritten cards and letters) to showcase commitment and appreciation.
### **Baby Boomers (1946 - 1964)**
Aptly named for [the surge in births following World War II](https://www.history.com/topics/world-war-ii/baby-boomers-video), the Baby Boomer Generation is currently the second largest in the US. Unlike the generations before them, they grew up in a time of economic stability and prosperity. This made the Baby Boomers conscious about their purchasing choices, and even today, [they tend to prioritize cost, convenience, and the variety of products available](https://www.statista.com/statistics/1044250/consumer-communication-methods-brands-generation-us/).
Enjoying the television that was no longer such a luxury, Baby Boomers grew up relying on the TV for information. Much like the previous generations, therefore, they still prefer in-person or phone communications.
Generally speaking, this generation doesn't care that much for personalized content and experiences. Although most Baby Boomers use email and are well versed in technological innovations, many choose to stop there and neglect the rising popularity of social media and virtual agents. You could have a harder time engaging Baby Boomers through SMS or social media. [According to Facebook data](https://www.facebook.com/iq/articles/meet-the-merry-mobile-first-shopper), Boomers begin their retail customer experiences in stores, but they are increasingly purchasing online (just over 30%) and on mobile devices (just under 20 percent ). Apps are less likely to be used by them.
### **Generation X (1965 - 1980)**
Those born in Generation X saw several technological improvements during their lifetime. From cassette and VHS tapes over cordless phones and personal computers to the most recent developments, this was the first generation to really incorporate technology into their daily lives. They were the early adopters of email, which has since then become one of their main forms of communication.
The Generation X preference for email communication remains true to this day. That isn’t to say that they don’t use other methods, though. They use SMS and social media and SMS on a regular basis. However, their social media use is typically limited to staying in touch with friends and family members. [Some may connect with businesses on platforms such as Facebook and Instagram](https://personalmoneyservice.com/social-media-and-business/), but generally, they prefer their business interactions to occur via email.
### **Millennials (1981 - 1997) **
Millennials are the [largest living adult generation](https://www.pewresearch.org/fact-tank/2020/04/28/millennials-overtake-baby-boomers-as-americas-largest-generation/) in the US. They were teenagers or younger when social media came about, and most of them relied on email as the main form of communication while they were in school. They’ve seen the mass adoption of cell phones, the mainstream use of text messaging, and the introduction of live chat, video calls, and more.
As a whole, adults in the Millennial generation have been quick to adopt new technologies. While they still use email, they’ve taken quickly to texting and chat apps to communicate with businesses. Many also interact with companies on social media.
A lot of what Millennials do today occurs online, including making purchases. They will use the phone for voice calls, but it’s not their preferred method of communication. Additionally, unlike Baby Boomers, [they prefer more personalized buying experiences](https://online.uhv.edu/articles/undergraduate-studies/how-millennial-professionals-communicate.aspx) and interactions with businesses.
### **Generation Z (1998 - 2012)**
Finally, there’s Generation Z, which is only starting to come into adulthood. The oldest members of this generation are 23. They’re often referred to as “digital natives,” as they’ve grown up (and continue to grow up) with access to smartphones, social media, and a wide range of other modern channels of communication.
Their access to the latest technologies means that generally speaking, the best communication channels to reach customers in this generation involve texting, chat apps, and social media. Members of Generation Z don't typically go for voice calls. Email isn’t their favorite either, but they will use it when necessary.
For the most part, [Gen Z is the most trusting of digital communications](https://www.sciencedirect.com/science/article/pii/S0007681321000239). They also go one step further than Millennials when it comes to business interactions. Where Millennials prefer personalized interactions, Gen Zers expect them. Short, visually stimulating communications that catch their attention and digest quickly are usually the most effective.
## **Communicate Effectively Across the Generations **
Delivering outstanding customer experience plays a substantial role in converting prospects and retaining existing customers. Part of that process involves selecting the best communication channels to reach customers and providing them with the information they want or need.
One of the ways to understand your customers' preferences is to look at their age. It's easier to manage your business operations comprehending that you can typically expect Baby Boomers and Gen Xers to prefer emails and Millennials and Gen Zers to favor texting.
Still, there's an exception to every rule, and you may want to ask your customers what they want in the first place. Understanding their specific communication preferences is essential for building strong and lasting relationships. In the end, you may find yourself [designing an omnichannel experience](https://www.researchgate.net/publication/349855683_Omnichannel_Customer_Experience_and_Management_An_Integrative_Review_and_Research_Agenda) to address all your customers' needs.
As a pioneer in sales conversation AI, [Aktify can help](https://aktify.com/why-aktify). Having the right tools for the job can make all the difference in designing seamless communication operations. Our technology supports sales teams in connecting with more interested prospects and turning them into customers. We nurture more leads, revive stalled ones, and increase pre-qualified calls to your sales team.
Are you ready to get started? [Schedule your demo](https://aktify.com/get-demo) with Aktify today.
---
## Lead Quality vs. Lead Quantity: Which Is More Important?
URL: https://aktify.com/blog/lead-quality-vs-lead-quantity-which-is-more-important · Published: 2021-10-21 · Category: Industry Insights
An important first step in creating a lead gen strategy is deciding whether to focus on lead quality or quantity. Every lead generation strategy will produce leads in some quantity, but when it comes to leads quality vs. leads quantity, you have a choice to make.
Which is the right lead gen focus for your company? To examine what’s best for your business, let’s first define what is lead quality and what is lead quantity.
## **What is Lead Quality?**
Lead quality is a measure of the value of the leads you are generating. High-quality leads have a higher propensity to convert into paying customers, so the higher quality of your leads, the more likely you are to generate revenue.
A quality lead needs what you’re selling and has the budget and authority to buy it.
## **What is Lead Quantity?**
Lead quantity is the number of leads you generate from your marketing efforts. The more leads you create, the more opportunities you have to market your products and services.
However, low-quality leads often waste time and money. Finding a balance between quantity and quality is essential for high-converting companies.
## **Lead Quality vs. Lead Quantity: How They Affect ROI**
Whether you are focusing on lead quality or lead quantity, your lead gen focus will impact your ROI and it’s essential to measure it. In a recent survey, 44% of marketers say [better ROI measurement](https://www.demandgenreport.com/resources/reports/2021-state-of-growth-marketing-organizations-relying-on-data-cx-to-reconfigure-pricing-identify-strongest-lead-gen-channels-reduce-churn/) of their lead and demand generation activity is their top priority for 2021.
You want to generate the best possible leads with a high conversion rate at the lowest customer acquisition cost. That’s the formula for profitability. But it’s easier said than done. Let’s look at this example.
Let’s say you have two sources for lead generation and you’re allocating $10,000 for each source.
- In the first source, you generate 1,000 leads to give you a $10 cost per lead.
- The second source nets 2,500 leads which equals a $4 cost per lead.
If you’re more concerned about lead quantity, the second source appears to be a better deal. However, evaluating the ROI takes more than just putting a price tag on the lead. You also need to evaluate the conversion rate.
- If the first source has a 30% conversion rate, you will convert 300 leads.
- If the second source has a 10% conversion rate, you convert 250 leads.
You spent the same amount of money in each scenario, yet netted fewer total conversions from your second source. Despite the lower cost of leads, you also had to process an additional 1,500 leads. Over time, this inefficiency multiples quickly. Businesses often make the mistake of going with the lower cost per lead solution and can make the lead gen process less efficient.
In our example, if you took the $10,000 from the first source and instead put all $20,000 into the second source, you’d generate 5,000 leads at your $4 cost per lead. With a 10% conversion rate, that means 500 conversions. But if you put the $20,000 into the first source instead, you’d generate fewer leads — 2,000 — but with a higher conversion rate of 30%. You would net 600 conversions and handle 3,000 fewer leads. In this case, the higher cost per lead returned better results in a significantly more efficient manner for the same net investment.
While it may be easy to spot the ROI difference of lead quality vs. lead quantity in this example, it’s not always so obvious. There are also other factors at play. For example, if you have a robust lead scoring process to separate high-quality leads from low-quality leads, you may be able to remove inefficiency in the system. If sales teams have more time to work on high-quality leads, their closing rates may improve which could make leads with a lower cost per lead a better investment.
Lead scoring automatically assigns values to your leads based on criteria you’ve set, such as source, product fit, persona match, and behavior. Lead scoring automation evaluates the action taken by your leads to identify the high-quality leads that are more likely to convert. This allows you to pass along the best quality leads to your sales team and lower your overall acquisition costs.
## **Look to the Data**
Figuring out the right balance for your business takes the careful evaluation of the data along with the right marketing automation system. Using insights from your CRM and marketing tools, you can refine your marketing and lead gen focus.
For example, an analysis of your CRM and lead funnel can help you determine which marketing efforts most strongly correlate with purchases. Analyzing your customer base can help you uncover the commonalities among your customers so you can better target and refine your efforts.
Determining which actions prospects took that led to conversions — or failed to lead to conversions — can help you more easily recognize the buying signals that indicate a higher quality lead. This can help you sort through leads to deliver high-value leads to your sales team more quickly.
## **Lead Quality vs. Lead Quantity: You Need Both**
There will always be tradeoffs between focusing on quality and focusing on quantity, but it’s important to achieve the proper balance to keep your sales pipeline full with qualified prospects.
It is possible to improve both lead quality and lead quantity and find the right balance. You just need the right systems, processes, and automation to capture, engage, and nurture leads.
## **Tips for Finding the Right Balance**
Finding that balance means an efficient system for generating, analyzing, and automating as much of the lead gen focus as possible.
- Capturing and evaluating leads: You need an efficient and automated way to capture and evaluate leads as they enter your system. Depending on the analysis and the insights you’ve gained from your CRM and marketing automation, leads can be assigned a score to determine the next step.
- Fast-tracking high-value leads: High-value leads that enter the sales pipeline and demonstrate the right buying signals should be routed immediately to sales teams for follow-up. For example, someone asking for a quote or requesting a demo requires immediate attention.
- Managing other leads: Other leads are scored and put into the pipeline at the levels appropriate for their value.
- Nurturing leads: Automation customizes a lead-nurturing pathway depending on the prospect’s profile and behavior. Content marketing, email marketing, and other inbound marketing leads continue to be delivered to the prospect until they take the next step on the buyer’s journey or take actions that indicate they are more likely to convert.
- Customizing efforts: The more you can customize your responses, offers, and lead nurturing tactics, the more likely you are to improve your conversation rates. [Advancements in AI, natural language processing, and machine learning](https://aktify.com/our-technology) have made customization at scale possible in ways that were impossible just a few short years ago.
Using these tactics allows you to generate leads at volume and fast-track those most likely to convert. At the same time, you can continue to nurture other leads to drive them through the buyer’s journey until they are ready for your sales team to take over.
While companies understand the value of nurturing leads, one overlooked strategy is to [target stalled or “dead” leads](https://aktify.com/why-aktify). While it may be inefficient to have your sales team follow up on these stalled leads, marketing automation can work in the background and continue to reach out to find potential prospects and get them back into your sales flow.
As many as [68% of businesses are now using marketing automation](https://www.hubspot.com/state-of-marketing). If you’re not one of them, you may be at risk of falling behind your competitors.
## **Transforming Your Sales Process**
To compete effectively, you need to transform your traditional sales process to manage both the quantity and quality of leads required to drive sustainable growth for your business.
Customer acquisition costs, or CACs, continue to rise. Over the past five years, [CACs have risen by more than 60%](https://blog.hubspot.com/service/customer-acquisition-study) on average. Creating a more efficient way to manage your leads can help mitigate these rising costs.
[Aktify](https://aktify.com/) provides businesses with a way to virtually clone their sales team without adding additional sales reps. Virtual AI-enhanced agents can manage and engage with leads at various stages of the buyer’s journey and provide them personalized attention to drive them forward.
The AI assistant understands context, colloquial styles, and interprets intent. Prospects won’t know they aren’t dealing with a real person when they get personalized real-time responses to inquiries. Leads are captured and nurtured. Based on data analysis, the AI takes the appropriate next step, including automatically scheduling appointments, demos, and follow-ups.
The Aktify solution is scalable to manage any lead volume. Virtual agents can handle thousands of conversations simultaneously, so you can generate and manage a significant number of leads and nurture them until it’s time for the sales team to close the deal.
Implementing conversational AI into your sales process can help you find the perfect balance between lead quantity and lead quality. [Contact Aktify today for a demo](https://aktify.com/get-demo).
---
## The Complete Guide to Conversational AI
URL: https://aktify.com/blog/the-complete-guide-to-conversational-ai · Published: 2021-10-14 · Category: AI & Automation
Artificial intelligence (AI) is becoming a routine part of everyday life. People worldwide are already using [4.2 billion voice assistants](https://www.statista.com/statistics/973815/worldwide-digital-voice-assistant-in-use/#:~:text=In%202020%2C%20there%20will%20be,higher%20than%20the%20world) like Alexa, Siri, and others. AI is also redefining how companies do business, including marketing, sales, and customer service.
****Conversational AI and other tools utilize machine learning to accurately respond to customer queries, generate leads, and drive conversions. Use this conversational AI guide to learn more about this tool and how you can use it to garner new leads and improve your business.
****
## **What is Conversational AI?**
The standard conversational AI definition refers to technology that facilitates automated messaging between customers and digital agents. The technology is configured to conduct a human-like dialogue with the person on the other side of the keyboard.
Conversational AI has evolved since its inception, and it offers natural digital conversations. There are many tools available, but most of them are based on the following:
- **Machine Learning**: Machine learning refers to programs that improve themselves with each interaction. If you’re using a conversational AI tool as part of your sales funnel, it will improve its algorithms with each call to better answer questions in the future.
- **Automated Speech Recognition (ASR)**: ASR technology involves converting spoken input into text. It recognizes words and translates them so the machine can read them and generate the proper answer.
- **Natural Language Processing**: This refers to how AI tools talk to people. A user asks a question or makes a statement. The natural language process analyzes this language to generate a response from its database and past training. Like machine learning, this type of AI improves over time based on each interaction.
****
## **How Conversational AI Works**
Conversational AI and [virtual agents](https://aktify.com/blog/ai-human-agents-benefits-of-a-hybrid-sales-team) are more complex and can give personalized answers to detailed inquiries. It works by using a database of words and other components to respond to each interaction. Each time conversational AI interacts with a person, its database grows. With this, it can answer future questions more accurately.
### **Input**
When you first launch your conversational AI program, you will create some initial inquiries. Start with your most frequently asked questions. Once your platform has launched, whenever a customer interacts with it, they are inputting data into the system. Input can be text-based or voice-based depending on the interaction.
****
### **Analysis**
After a user inputs data through a question, comment, or another form of inquiry, conversational AI begins analyzing it. It pulls out words and uses algorithms to generate an answer. The analysis is either based on Natural Language Understanding in the case of text inputs or ASR if the inquiry is voice generated.
****
### **Language Generation**
Once the conversational AI tool recognizes and analyzes the inquiry, it creates a reply either through a machine-based voice or through text. The reply will mimic natural human speech patterns, leading to an easy conversation with the person on the other end of the transaction. They can follow up with another question, which starts the input phase again.
****
### **Learning**
With each interaction, conversational AI analyzes the inquiry and the response, expanding its database. This improves its ability to generate answers to similar requests.
Over time, responses sound more human and less robotic. Each interaction also improves your virtual agent’s ability to effectively answer multiple customer inquiries.
****
## **Conversational AI vs. Chatbots and Other Marketing Channels**
Conversational AI and [conversational marketing](https://aktify.com/blog/conversational-marketing-the-definitive-guide) are often used interchangeably, but they are not the same. Conversational AI refers to programming and tools that allow chatbots, virtual assistants, and other channels to mimic human language and respond to customers.
Chatbots are one platform that can be used to implement conversational AI programming, but they don’t always use AI. Some chatbots are simpler and only use pre-programmed answers to common queries. If you have a chatbot, you can program it to respond to frequently asked questions and escalate more complex issues to a human agent.
****If your chatbot is programmed with conversational AI, it can use machine learning to identify and respond to complex queries. This allows it to have conversations with your customers without necessarily escalating the caller to a human agent.
****
## **How Conversational AI Can Boost Your Sales**
Some of the most common uses for conversational AI are for marketing and sales. Conversational AI tools let potential and existing customers reach you anytime, day or night.
One benefit to these tools is that you don’t have to have your sales staff report to work in different shifts. They can, instead, monitor AI chats when they are at work to track leads and follow up. If your company works with clients all over the world, this can help with availability across time zones. Or if you use a solution like [Aktify’s conversational AI over SMS,](https://aktify.com/) your team doesn’t need to monitor chats at all. Aktify will activate the sales leads and connect them as inbound calls with your team.
### **Improved Customer Insights**
Your company can use conversational AI tools to analyze customer behaviors and interactions. Several salespeople may be responding to leads with the same issue, but unless you have a centralized tracking and lead management system, these trends aren’t readily apparent.
****You can use your conversational AI analytics to track customer chats and better refine your products and sales techniques. For example, you might notice an uptick in customer service calls following a massive product update. You can look through the conversations to recognize patterns and identify specific glitches with the software. Using this strategy helps you stay on top of product quality.
****You might also notice a high volume of calls related to a certain feature of your product. Knowing this can help you train your sales reps to better explain these features during an initial call. You could also use the data to make a social media video demonstrating how to properly use different product features.
****
### **Real-Time Engagement**
Conversational AI tools can be used to engage prospects as soon as they are interested. If someone is on your company’s website after business hours, they can engage in a dialogue with a virtual agent. It can answer their questions and begin building a relationship.
****For example, if you’re an insurance provider, potential customers might not have time to research different policies while they’re at work. Or they could get into an accident and start rethinking their coverage in the middle of the night.
****Conversational AI tools facilitate the initial discussion of what’s available and how different policies can benefit them. You can have your sales agents follow up later with information. But, people are more likely to buy a policy when it’s on their mind rather than waiting until office hours to talk to a live agent.
****Even if they aren’t ready to buy at that moment, they will have the information they need to have an informed conversation with an agent.
****
### **Improved Experience Down the Funnel**
Conversational AI improves the sales experience for your customers through the entire funnel. A chatbot or other AI-based channel will handle the initial discussion, answering any questions that come up. If the customer isn’t converted through the chatbot, they may be more excited to discuss your product with a human agent. As a result, they'll have more informed questions to ask during the discussion.
****Your chatbots and other AI tools can ask targeted questions that help ensure that each lead is sent to the right salesperson. Once transferred, your sales reps can look through the initial conversation to prepare for the in-person discussion. They will have a general idea of what each lead is looking for and can tailor their sales pitch to address a potential client’s specific needs.
****
### **Better Customer Service**
Since conversational AI can be used to handle basic inquiries, your human agents will have more time to manage their existing customers and target new leads. As recently as 2019, [34% of customers](https://www.smartinsights.com/customer-relationship-management/customers-growing-more-frustrated-at-inability-to-get-answers-from-brands/) stated that they were frustrated by not being able to find basic answers on a company’s website.
****When a customer’s relationship with your firm begins with frustration, they are not likely to return and complete a purchase. Conversational AI makes these answers accessible, adding value to the overall customer experience.
****Not only can your prospects find the answers to basic questions, but they can also make specific inquiries and receive tailored responses to guide them through the decision-making process.
****
### **Better Scalability**
Even your best salespeople can’t handle as many prospects as a digital agent.
****Chatbots and other virtual agents can be programmed to handle thousands of concurrent inquiries. They are cheaper and easier to scale than a human sales team. And your sales reps will be free to manage higher quality leads. They can boost their conversion rates by having more time to prepare and focus on their own customers.
****If you’re gearing up for a large undertaking like moving into a new market, you can easily deploy more chatbots to round out your sales team. Your conversational AI tools can handle initial interactions and manage multiple inquiries.
****
## **Challenges Associated with Conversational AI**
While conversational AI is constantly improving, there are still a few challenges associated with using these tools. Some common challenges include the following:
****
### **Language Input**
It is relatively easy for most conversational AI tools to recognize text input. Unless the string of words contains multiple spelling and grammatical errors, your virtual agents can often sift through the query to find a reasonable answer that fits the question at hand.
****Voice recognition can be trickier, however. Some people don’t speak as clearly as others. There are also other factors including regional dialects, accents, and background noise. You can program your virtual agents to recognize multiple languages, but if someone calls in with a heavy regional accent and uses a lot of slang, their inquiry may go unanswered.
****
### **New Privacy Regulations**
The primary method conversational AI uses to generate responses to inquiries is customer data. But more companies are trying to find ways to make this data more secure. If you are using conversational AI, use tools that don’t put customer data at risk for breaches and other security issues. Keep all of their information confidential and secure.
****
### **Lack of Customer Trust**
Some people haven’t fully gotten on board with AI in general. For many reasons, they may be distrustful of machines. One of the biggest concerns people have with AI is that it may be used to harvest personal data they don’t feel comfortable sharing. In a survey of company executives, [33% indicated](https://fortune.com/2021/08/24/eye-on-a-i-data-privacy-unethical-kpmg-survey/) that customers had reasons to worry about how companies are using their data.
****From companies using AI gathered data for unethical purposes to common technological frustrations like being stuck in an automated phone tree, customers have reasons to distrust conversational AI. Yet, because AI use is becoming more prevalent, some agencies are working on regulations to address ethical issues. It’s likely that over time, your existing and potential customers will begin to feel more at ease with conversational AI.
****
## **How to Implement Conversational AI in Your Company**
If you’re ready to put conversational AI to work for you, take these steps to get started on your program.
****
### **Set Your Goals**
The best way to make conversational AI work for you is to have a set of clear goals and objectives. If you just launch chatbots and virtual agents with no goal in mind, then you can’t program them to collect the right type of data that lets them work best for your customers.
****You might want your virtual agents to handle initial contacts with potential prospects, answering frequently asked questions. Or you might program them to answer after-hours queries for your existing customers. Analyze your company goals to identify pain points you can address using conversational AI.
****
### **Get Your Employees On Board**
If you’re transitioning to virtual agents, your salespeople might get scared and think they are being replaced by machines. Take some time to talk to your team and explain why you’re using conversational AI and how it will benefit them.
****You might find that some of your employees have experience with these tools and can help you input better data to get the best results for your needs. Once you’ve had the initial discussion, create a vision and overall strategy. Let your human sales and customer service team know how they fit into the process.
****
### **Strategize About Your Best Platform**
You might not be ready to jump in and program your own chatbots and virtual assistants. So, look into various platforms and the architecture associated with programming and launching them. You can evaluate your existing technological capabilities to determine how much help you need from the company in charge of programming and launching your conversational AI.
****
### **Dedicate Resources**
Although conversational AI will likely save you time and money in the long term, it can be costly to set up and deploy. If you aren’t the company owner, you will have to sell decision-makers on why they should be investing the time and money to install these platforms.
****Evaluate your initial investment in terms of financial and time costs. Determine how the technology can be used to understand customers and improve sales functions. Showcase how conversational AI can be used to help your salespeople perform better. And find examples of how conversational AI can help increase revenue.
Once your executive team has bought in and you’re ready to launch your conversational AI programs, you will need to create a persona for your chatbots and virtual agents. The persona should be consistent with your company’s branding. A virtual agent acts as a brand ambassador and serves as an extension of your brand. So be sure to match the tone and language with your website and social media.
****You’ve probably already created a brand personality to guide copywriting for sales, marketing, and other corporate communications. Refer to this when you’re programming your chatbots and virtual agents.
****
### **Monitor Your Conversational AI**
When you’ve deployed your conversational AI tools, monitor these interactions for customer insights to improve the customer service process. At first, you might run into programming issues that keep your customers’ needs from being met by virtual agents. Use customer data to tweak the program so customer interactions closely mirror those with your human agents.
****Use metrics and call data to improve your sales and marketing. You can also use this data to help you sell your product(s) more effectively. What's more, you might use the data to identify a target market you’ve never considered before. This data can, thus, help you create new ads and offline marketing to appeal to these potential customers.
****
## **Aktify is Ready to Help You**
Conversational AI can seem overwhelming at first. But, with Aktify's help, you can take it one step at a time.
****First, determine how these tools can benefit your company and strategize the best way to use conversational AI to supplement your in-person sales and customer service team. By doing so, you can improve the customer service experience and free up your sales reps’ time so that they focus on higher quality prospects.
****Aktify’s conversational AI is made to drive sales by interacting with your customers in a responsive and friendly manner. Our clients have seen improved conversion rates while delivering more meaningful customer experiences.
****If you’re ready to see how Aktify can help you, contact us and [schedule a demo](https://aktify.com/get-demo).
---
## SMS Marketing Checklist: Keep Leads Engaged With Text Messages
URL: https://aktify.com/blog/sms-marketing-checklist-keep-leads-engaged-with-text-messages · Published: 2021-10-07 · Category: SMS & Compliance
Short messaging services or SMS marketing is an effective way to communicate with your leads or customers. Along with digital marketing efforts, SMS marketing has become an integral medium to promote your brand and communicate with your customers.
****People usually keep their mobile phones handy and use them quite often. SMS marketing relies on your customers’ proximity to their phones and short, easy-to-digest text messages to promote your brand. Although it is an underutilized marketing channel, it is more efficient than email marketing as text messages are highly engaging, often reaching a [98% open rate](https://www.forbes.com/sites/forbescommunicationscouncil/2019/09/13/whats-old-is-new-again-sms-marketing/?sh=673fdf404673).
Are you seeking to strengthen your text marketing strategy? An SMS marketing checklist with some text marketing best practices can help you get your potential customers to engage with your brand.
****
## **What Is SMS Marketing?**
SMS marketing, also called text message marketing, is used to connect and interact with your customers. Text messages are different from emails. They are short and have a 160-character limit. They instantly deliver to customers and appear as a notification on their mobile phone.
SMS marketing is an immediate way to get your customer’s attention, increase your brand awareness, improve customer engagement, promote your offerings, and generate sales. It offers a unique opportunity to build and maintain a strong relationship with your customers.
****
## **SMS Marketing Checklist**
Here are some important SMS marketing best practices to help you create a robust marketing strategy.
****
### **1. Get Your Customers’ Permission**
Before you start with SMS marketing, you need to [get your customers to give permission](https://aktify.com/blog/tcpa-for-text-messages-what-you-need-to-know-about-obtaining-consent). For this, you can include a phone number field in your newsletter subscription form. Once you get a customer’s phone number, maintaining this permission to send SMS can be challenging. It is important that you fully disclose the type of messages you will send them.
Also, ensure that you do not overuse SMS marketing, turn off potential customers, or abuse their permission. Because text marketing campaigns are time-sensitive, schedule your text messages intermittently such that you share only essential information with recipients.
****
### **2. Keep It Short and Sweet**
Apart from keeping your SMS campaigns sporadic, ensure that you limit the characters of the text message. Keep your customers’ attention spans in mind as you don’t want to bore them with lengthy messages.
****Make sure your text conveys crucial information quickly. You can also personalize the text by directly addressing the recipient.
****
### **3. Create Urgency**
Convey the urgency of your SMS to your customers. You can do this in the following ways:
- Lead the message with crucial information like a new update, offer, or promotion
- Use the “fear of missing out” to make them avail offers
- Add a time frame or deadline to the offer
- Include a link for more information
****
### **4. Add Value to Your Customer’s Life**
SMS marketing can be successful only when you give your customers a good reason to choose your brand. To ensure this, offer something of value to your customers.
You can use this channel to inform customers about your offers, discounts, promo codes, updates, or any valuable information that will help them. However, avoid sending too many messages as it can tire out potential customers.
****
### **5. Shorten URLs Wisely**
An SMS message has limited characters to convey all the information you want to send. Shortened URLs are an excellent way to make a message more concise and readable for the recipient. However, do not send links that have been shortened using public URL shorteners that are widely available, such as free TinyUrl or Bitly links. Due to the frequency with which spammers, scammers, and other bad actors use shared public URL shorteners in the United States, carrier policies prohibit their use. Instead, when sending SMS or MMS messages with shortened URLs, use a dedicated short domain owned by your company or a service that provides a unique (non-shared) domain for your URLs.****
### **6. Use Emoticons Creatively**
Customers tend to express interest and respond if your message is memorable and resonates with them. An emoticon is a quick and fun way to reflect emotions or ideas and connect with customers.
****It instantly enhances the recipient’s mood, which helps distinguish your brand identity. A simple smiley face could enhance your SMS campaign if it is used creatively.
****
### **7. Don’t Forget a Call to Action**
A call-to-action is a critical component of your SMS campaign. It prompts your customers to take actions like subscribe, win prizes, use promo codes, or view your link. You’ll need to create simple, concise, and clear text including the purpose of your message, a call-to-action statement, instructions, and a deadline.
****
### **8. Include Opt-out Language**
Your brand won’t benefit from constantly sending messages to those who don’t want them. To ensure your customers’ compliance, give them an option to unsubscribe with each message.
Similar to email marketing campaigns, customers can be given an unsubscribe link. Alternatively, you can give them a number to which they can text 'STOP' to stop receiving messages.
****
### **9. Send Follow-up Messages**
An SMS campaign works best with email marketing. Emails are useful for following up with your customers. After sending a well-timed, informative SMS campaign, email them the same information in greater detail so they get the full picture.
****
### **10. Automate with Conversational Artificial Intelligence (AI)**
Although there are various SMS technologies available online, conversational AI allows you to automate your SMS campaigns and present your brand to customers when they respond to your text.
Aktify, the pioneer of sales conversational AI, offers a platform built using deep learning and natural language processing to generate conversations via SMS marketing. This conversational AI simulates human sales representatives. If a lead or customer responds to your text message, [Aktify’s conversational AI](https://aktify.com/our-technology) intuitively responds to customers and makes decisions.
It also schedules calls or messages, delivers regular follow-up messages, and eliminates unresponsive leads from your campaign. The scheduling system works across time zones and avoids holidays while ensuring accurate delivery times.
It can also revive dead sales leads and return potential customers into the sales flow. This technology is a great addition to any SMS marketing campaign.
****
## **Get a Demo with Aktify**
Conversational AI is a fast-growing technology, which may soon become the most crucial among SMS marketing best practices. It is an efficient channel to communicate with your customers, improve your sales, and reactivate stalled leads while saving time and resources.
****Aktify offers you the ideal platform to improve your company’s SMS marketing, customer service, and sales experience. Aktify’s responsive and friendly conversational AI helps you stay in touch with your customers, address their needs, build long-lasting relationships, and improve sales conversions.
If you wish to explore the potential of Aktify’s conversational marketing solutions, [contact us today](https://aktify.com/get-demo) for a demo.
---
## Conversational Marketing: The Definitive Guide
URL: https://aktify.com/blog/conversational-marketing-the-definitive-guide · Published: 2021-09-24 · Category: Industry Insights
As technology evolves, so do consumer preferences. Today’s customers react better to a dialogue-driven communication experience in which they can ask questions and have them answered in real time. To offer your customers the sales experience they prefer and expect, your business needs new tools to keep up.
****You don’t have to monitor your emails 24/7 to give your clients a great sales experience. You can use conversational marketing tools to personalize communication and aid your clients any time they need you.
****
## **What is Conversational Marketing?**
Conversational marketing refers to marketing channels through which you communicate directly to your customers. It includes chatbots, live chat, voice assistants, SMS, or other conversational AI tools to interact with clients in real time.
Customer preference for this type of communication has been driven by traditional marketing and sales practices which leave them frustrated with their experience. Over the past five years, poor customer service has been cited as one of the top reasons people stop doing business with a company. In 2020, [40% of customers](https://www.statista.com/statistics/815568/customers-who-stopped-doing-business-due-to-poor-customer-service-us/) named this as a reason to stop using a business.
Virtual agents, live chat, and conversational AI solve this headache by answering common questions and specific inquiries. It lets you answer questions and handle inquiries in real time without having to be available every hour of every day.
****
## **What Conversational Marketing is Not**
**Impersonal**
One of the benefits of conversational marketing is that it offers customers a personalized service experience. Although responses to common questions can be automated, they should still read as personal. Conversational AI tools offer this level of personalization.
**A Traffic Driver**
Live chat and other messaging resources are not made to drive new users to your website. They are instead created for people who are already there. You can use conversational marketing to engage new potential customers who have already found your site.
****
**Intimidating**
To make a sales inquiry, customers have to fill out a form with their contact information and wait for a response. Or, they have to call a toll-free number and get stuck in an automated loop being passed from agent to agent, sometimes never receiving an answer to their inquiry.
****Both of these tools often cause your customers to stop interacting because they don’t want to share their information or they don’t want to be stuck in a digital telephone menu. Conversational marketing can help you better retain your customers because they can handle issues with a simple chat.
****
## **What are Virtual Agents?**
Conversational marketing is driven by artificial intelligence. Rather than serving as a replacement for the human touch, virtual agents complement the service experience by providing meaningful interactions for each customer, allowing them to answer basic questions in real time and direct the situation to a human service person if needed.
****[Virtual agents](https://aktify.com/blog/ai-human-agents-benefits-of-a-hybrid-sales-team) refer to the automated, live chat features on your website, social media, or SMS. They are made to speak with users the way a real person would. You can use conversational AI tools that function through machine learning, in which they learn from each customer interaction and tailor their language accordingly. You can also use tools that learn by natural language processing, which uses a program to decode user questions and answer them accordingly.
Virtual agents let you tailor your texting, live chats, and other tools to offer a more personalized interaction that goes beyond pre-programmed chatbot answers. It puts customers more at ease because these tools make them feel as though their issue is being handled by a person at the other end of the chat.
****
## **How Conversational AI is Reshaping the Marketing Landscape**
**Improves the Customer Sales Experience**
Since artificial intelligence makes virtual agents feel more human, customers have begun to expect personal service interactions at every level. Not only do these tools let you interact with your customers on their time, but they also give you valuable insights into your clients.
****Conversational AI tools let you monitor what people are looking for and how often. Using it, you can start to monitor shopping habits and buying patterns. You might notice that there is one feature of your product or service that is generating a lot of user inquiries. This information helps you refine your products and services to make them more user-friendly.
****
**Boosts Customer Retention**
Unlike forms and phone calls, conversational AI lets you respond to customer inquiries immediately. Customers are usually more satisfied with these interactions, meaning that they are less likely to leave your company due to a bad experience.
****New customers and potential leads are also able to get answers to their questions without waiting for a representative to contact them later. Your company can more easily convert these leads while they are interested instead of contacting them when the moment has passed.
****
**Lead Generation**
Although conversational AI isn’t typically used to drive business to your website, you can still use the information gathered to better target your marketing and generate new leads. What you learn about your customers and their shopping habits helps you tailor your digital marketing strategies to target similar potential clients. AI can also identify potential clients and send them to your human salespeople.
****
## **How Conversational Marketing Benefits Your Customers**
The biggest way that conversational marketing helps current customers is by allowing them to access information and handle service questions in real time and through their desired platform. Conversational AI is adaptable. You can use it as a live chat feature on your website, run it through an SMS platform, send customers text messages, or implement it through social media messaging. Your clients have different communication preferences, and conversational AI allows them to interact with you using their desired method.
****You don’t need someone monitoring your inbox at all hours to effectively handle customer interactions. Sometimes, people will have questions that arise outside of normal business hours. Conversational AI handles these concerns and can direct them to human representatives if necessary. This keeps your phone lines free for more complex concerns since simple questions can be taken by the virtual agent.
****
## **How Conversational Marketing Benefits Your Company**
If your company is growing quickly, a conversational marketing strategy can help you scale your messaging without hiring more employees. Some parts of your sales process can be automated through conversational marketing, meaning that you can generate more sales without increasing your overhead. You will pay the same rate whether you’re dealing with 50 new customers or 500 new customers.
****Since conversational AI can filter people through the sales pipeline more quickly, your salespeople will be able to work efficiently. They can spend their time and energy on leads who are genuinely interested in your products and services.
****
**It’s More Effective Than Other Strategies**
After years of being bombarded with spam calls, it's not surprising that almost [90% of customers](https://martech.org/dont-call-me-nearly-90-of-customers-wont-answer-the-phone-anymore-study-2/) don't answer calls from numbers they don't recognize. Since conversational AI is more personal than other [sales channels](https://aktify.com/blog/the-role-of-artificial-intelligence-ai-in-sales), it is easier to convert people while they’re already on your site. You can capture them while they are interested and start building relationships more quickly.
****Conversational marketing is more engaging than other lead generation tools. While content marketing helps you build a relationship with your clients, they can’t respond to content in real time. They can comment on a social media post and wait for a response or reply to an interesting newsletter piece, but they aren’t having a two-way conversation.
****
**It Can Automate Touchpoints**
Conversational AI offers more touchpoints for engaging your clients. It handles initial requests for information without wasting a customer’s time. When they can get simple answers from a virtual agent, they are more likely to see the interaction as favorable, making them more receptive during other touchpoints.
****Using conversational marketing helps you better understand what your leads are looking for. Since they can talk to you during the research process when they are already considering buying, you get a better idea of what they are looking for. This helps you tailor your engagement and sales strategy. You can highlight features of your product or service that speak to these needs rather than using a pre-written message and hoping it lands.
****
## **Get Started With Conversational Marketing With Aktify**
Conversational marketing is growing fast, and it’s time for your company to hop on board. By using conversational AI and virtual agents, you can improve the sales experience and activate higher quality leads without significantly adding to overhead.
****Once you’ve started using these tools, you will be able to identify helpful information that lets you improve your digital marketing and sales strategies.
****If you’re interested in improving your customer service and sales experience, Aktify is here for you. Aktify’s conversational marketing solutions are responsive and friendly, everything your customers have come to expect from you. Use our platform to build a better relationship with your clients and drive more conversions.
****
[Contact us today](https://aktify.com/get-demo) to see how we can help you.
****
---
## AI + Human Agents: Benefits of a Hybrid Sales Team
URL: https://aktify.com/blog/ai-human-agents-benefits-of-a-hybrid-sales-team · Published: 2021-09-16 · Category: AI & Automation
There’s a misconception that artificial intelligence and automation are designed to replace human jobs. That’s not the case. It isn’t here to replace human teams like your sales staff. Instead, it’s a way to complement your current sales efforts.
Adding conversational artificial intelligence to your sales team gives brands the opportunity to scale customer interactions while still personalizing them in meaningful ways. Plenty of companies are already realizing how AI in sales benefits their entire team: Juniper Research has determined that by 2024, it will help businesses make more than [$142 ](https://www.juniperresearch.com/press/chatbots-to-facilitate-$142-billion-of-retail)[*billion *](https://www.juniperresearch.com/press/chatbots-to-facilitate-$142-billion-of-retail)[in sales](https://www.juniperresearch.com/press/chatbots-to-facilitate-$142-billion-of-retail) each year. Here’s what you need to know about conversational AI, how it works, and how a hybrid team can help your business make more sales.
## **What is Conversational AI?**
At the broadest level, [conversational artificial intelligence](https://aktify.com/blog/a-new-world-of-sales-automation-why-consumers-embrace-messaging-conversational-ai-and-virtual-agents) (AI) is a technology that’s designed to speak with users. There is a broad range, but most of them currently function through chat, email, and phone structures. All are based on two fundamental processes:
- **Machine Learning (ML): **This is a specific sub-field of [artificial intelligence](https://aktify.com/blog/the-role-of-artificial-intelligence-ai-in-sales) that intends to create programs that can improve themselves. These programs consist of algorithms and data sets that are trained on massive databases to find patterns and make predictions. Conversational AIs are trained on databases of conversations to understand what questions mean and how they’re answered.
- **Natural Language Processing (NLP): **[Natural language processing](https://www.ibm.com/cloud/learn/conversational-ai) is the specific method by which conversational AIs talk with people. The user provides input when they ask a question. The program analyzes it to figure out what the question means. It then generates a response based on its database of answers and past training. Finally, the program’s database grows over time, and it refines its answers based on past conversations to become more accurate.
This does have limits, of course. The programs currently work best when they’re designed and trained for a specific purpose. Organizations of all sizes are currently exploring ways to use it, and sales teams are currently seeing great success.
Using conversational AI in sales benefits companies in several ways. Businesses can use these programs to respond to users and answer questions without taking up the time of their human sales staff. They can also use these programs to collect information about customer concerns, offer around-the-clock customer service, and improve the customer’s perception of the company.
## **What are Virtual Agents?**
The term “virtual agent” is another name for chatbots and other conversational AIs. Virtual agents (VAs) are a step beyond simple chatbots, though. They use natural language processing to make their responses sound more “human” than canned chatbot responses. A VA still relies on a database of answers, but it can personalize its responses based on how users interact with it.
In sales, VAs are designed to handle tasks formerly managed by human customer service representatives. When customers interact with a VA through email or a chat window, the bot responds in a conversational manner that helps the customer feel comfortable. The goal of many virtual agents is to provide such high-quality service and natural conversation that the user can’t tell it’s a VA.
## **Virtual Agents vs. Human Agents**
There are many benefits to using virtual agents, but they’re not a perfect solution. Human representatives will always have a place in a robust sales strategy. Here’s what you need to know about the strengths and weaknesses of AI vs humans in sales.
**The benefits and drawbacks of virtual agents**
The most significant benefit of a virtual agent is that it’s automated. The program uses its databases to answer questions and perform simple tasks, so there’s no need for a person to run the chatbot. This means that VAs excel at handling repetitive tasks like answering common questions, scheduling meetings, reaching out to no-shows, and checking on browsing customers.
VAs also offer the benefit of running 24/7, so they’re always available for customers who have questions after hours or on weekends and holidays. Best of all, these bots have significantly more bandwidth than the average person, so they can handle dozens of customers where a human could handle two or three.
The biggest hurdle conversational AIs face is a lack of flexibility. The same traits that make them excellent for routine questions leave them unprepared for complex situations. If a chatbot doesn’t have the answer to a question in one of its databases, it’s unable to help the customer on its own.
**The benefits and drawbacks of human agents**
Your human sales staff won’t have the speed or patience that a virtual agent does. They also cost more and are very rarely available around the clock. However, the people on your sales team offer irreplaceable benefits.
No program can handle complex questions as well as a knowledgeable team member. Your human agents can address complicated situations and figure out solutions better than any bot. They can also nurture relationships with customers on a personal level, building genuine connections and loyalty. Most critically, your human sales team will help you develop your sales strategy and build your company's success.
## **The Argument for a Hybrid Approach**
You don’t need to choose between a human sales team and a collection of VAs. In fact, using both has some significant benefits. This is a hybrid approach, and it’s one of the best methods of how to bring AI into sales efforts. This strategy allows you to take advantage of the strengths of humans and virtual agents alike.
**Give your reps time to do more rewarding work**
Your reps don’t need to spend all their time responding to routine queries about prices, sales dates, or return policies. That kind of work becomes dull, which isn’t good for employee morale. More importantly, having your reps handle those routine questions prevents them from working on more important tasks.
Let VAs handle basic questions and give your sales team more time. They can use their new availability to work on more rewarding tasks like building customer relationships and closing deals. Your staff will be more satisfied, and your company will get better results.
**Take advantage of scalability**
If your company is growing, you can run into problems with scalability. If you rely entirely on human salespeople, you’ll quickly hit a sales ceiling. You’ll need to hire more headcount to continue bringing in new sales, which is expensive, time-consuming, and risky.
A hybrid approach is more scalable. A virtual agent can handle thousands of concurrent sales inquiries. That allows these programs to provide high-quality sales results as you grow without the struggle of scaling.
**Provide a better customer experience**
Using a hybrid approach gives your customers the best possible experience. How? By giving them the benefits of both human and VA interaction.
Your virtual agents act as the first point of contact for most customers. They offer fast response times and guarantee consistent follow-up. It will help customers to avoid feeling neglected. Meanwhile, the VA will elevate complicated questions to your human staff, who will provide the custom, in-depth solution some customers need. The result is fast, high-quality service that your customers will appreciate.
**Grow your sales pipeline efficiently**
Your human staff is invaluable for closing deals and maintaining client relationships. However, they can’t do everything. You can use conversational AI in sales to efficiently [grow your sales pipeline](https://aktify.com/blog/5-sales-pipeline-goals-that-drive-results). The VAs can handle the initial information collection from interested prospects. Once the basics are complete, they can pass these leads onto human team members, making your workforce more efficient.
**Quickly and automatically qualify leads**
While your VAs are working with potential leads, they can do extra tasks, too. For example, they can [automatically qualify leads](https://aktify.com/blog/how-to-improve-roi-by-lead-qualification) based on the information they receive. They may only send highly qualified leads to salespeople, giving your team more time to focus on the prospects that are most likely to convert.
**Generate more conversations**
When you have a human sales team, you simply can’t achieve the same number of conversations as you can with AI assistance. You can use pop-up chat boxes to encourage your customers to start conversations with your virtual agents without worrying about bandwidth. Every conversation is a touchpoint, and the more your prospects experience, the more likely they are to buy. It’s [simple math](https://aktify.com/blog/sales-rep-math-number-of-sales-touch-points-and-the-role-of-automation).
## **Start Your Hybrid Sales Solution Today with Aktify**
If you’re trying to improve your sales, a hybrid strategy is the smart approach. By combining the strengths of conversational AIs with your existing human sales team, you can give your customers a better experience and make more sales. You even gain scalability while giving your staff the freedom to do more meaningful work. It’s the best of both worlds.
If you’re ready to add conversational AI and virtual agents to your sales team, Aktify is ready to help. Aktify’s conversational AI is built to be responsive, friendly, and excellent at driving sales. Our clients see their conversion rates nearly double while building more meaningful relationships with their audience.
Are you ready to see how Aktify can make your sales team better? [Schedule your demo today](https://aktify.com/get-demo).
---
## The Role of Artificial Intelligence (AI) in Sales
URL: https://aktify.com/blog/the-role-of-artificial-intelligence-ai-in-sales · Published: 2021-08-26 · Category: Industry Insights
_What AI in sales actually does in 2026 — speed-to-lead, lead scoring, forecasting, compliance after the FCC one-to-one rule was vacated, and where the real revenue comes from._
*Updated 2026-05-15. Originally published 2021-08-26.*
Five years ago, "AI in sales" meant smarter lead scoring and a few experimental chatbots. Today, AI is doing the actual selling work: qualifying inbound leads in seconds, working aged lists no rep would touch, and live-transferring buyers to closers. Sales teams that wait to figure out which tools to adopt are now competing against teams whose AI agents have a year of training data, a year of feedback loops, and a year of compounding speed-to-lead advantage.
This post covers what AI in sales actually does today, where the revenue lives, what to watch for on compliance, and how to think about adoption without getting sold a science project.
## Top Performers Have Already Made the Bet
Salesforce surveyed nearly 5,500 sales professionals for its 6th State of Sales report (2024) and the gap between AI users and non-users widened sharply.[1]
- 81% of sales teams are either experimenting with or have fully implemented AI.
- Teams using AI are 1.3x more likely to report revenue growth (83% vs. 66%).
- Reps working with AI are 2.4x less likely to feel overworked, and two-thirds say they have no intention of leaving their current role.
- 68% of AI-using sales teams added headcount in the past year, compared to 47% of teams without AI.
AI is not displacing sales jobs. It is making the teams that adopt it more productive, more profitable, and more capable of growth. The teams that don't adopt are not staying still. They're falling behind.
## The Single Biggest Win: Speed-to-Lead
Most articles about AI in sales lead with forecasting or lead scoring. Those matter, but they are not the line that pays the rent. The line that pays the rent is response time.
RevenueHero tested inbound lead response across 1,000 B2B SaaS teams. The result: 63.5% of leads never received a response at all. Among the 36.5% who did get contacted, the average response time was 1 day, 5 hours, and 17 minutes.[2]
For a buyer who filled out a form because they want to buy now, a day-and-a-half is the same as silence. Most companies are not losing deals to better competitors. They are losing deals to the competitor who answered the phone.
This is where AI sales agents have the cleanest ROI. An AI agent can reach a new web lead in seconds, qualify them via SMS or voice, and book a calendar slot or live-transfer the call to a rep. The work happens in the gap where humans were not going to act anyway.
## What "AI in Sales" Actually Means Today
AI in sales is no longer one thing. It's a stack of distinct capabilities that work on different parts of the revenue funnel.
**Conversational AI agents.** Voice-and-SMS agents that hold real two-way conversations with leads. They handle objections, schedule, reschedule, and pass qualified buyers to a human rep. This is where most of the new revenue is. Aktify operates here.
**Predictive lead scoring.** Models that look at firmographic data, intent signals, and past conversion patterns to rank inbound leads by likelihood to close. Better than rules-based scoring, especially for high-volume sources.
**Sales forecasting.** Predictive analytics that read buying signals (deal stage movement, engagement, email response patterns) and surface deals that are actually going to close versus deals reps are hopeful about.
**AI for sales-rep enablement.** Call summarization, automated CRM data entry, next-best-action recommendations, and coaching insights from call recordings. This is where the "AI saves reps time" narrative lives.
**Generative AI for outbound.** Tools that draft personalized outreach at scale. Useful when paired with strong intent data; noisy when not.
Treat these as separate buying decisions. A company that adopts all five at once usually ends up with five mediocre rollouts.
## How AI Improves Sales Performance (Beyond the Pitch Deck)
Most sales reps spend a minority of their day actually talking to buyers. The rest goes to admin, internal meetings, prospecting that goes nowhere, and CRM data entry. Every minute of admin that AI removes is a minute that can go toward conversation with a real buyer.
**Better use of rep time.** AI handles repetitive work: data entry, scheduling, follow-up sequences, list pulling, CRM updates. Reps focus on the small subset of conversations that actually need a human.
**Lead prioritization that holds up.** AI scoring uses both historical conversion data and live intent signals (page visits, form fills, link clicks) to rank leads. The ranking is only as good as the data, but in high-volume environments it consistently outperforms rule-based scoring.
**Accountability and coaching.** AI analyzes call recordings and CRM activity to surface where deals stall, which reps need coaching, and which behaviors correlate with closes. Sales managers stop coaching from gut feel.
**Forecasting accuracy.** Forecasts built from buying signals (intent, engagement, deal velocity) consistently beat forecasts built from rep optimism, and the advantage compounds across quarters.
**Customer engagement that scales.** AI sales agents can hold thousands of simultaneous conversations without dropping context. They follow up on schedule, handle reschedules, and feed conversation data back into the CRM. The constraint is no longer headcount. The constraint is what your offer can support.
## The Compliance Picture Has Shifted
Any honest article about AI in sales has to address compliance, especially for SMS and voice outreach.
In January 2025, the U.S. Court of Appeals for the Eleventh Circuit vacated the FCC's "one-to-one consent" rule, which would have required prior express written consent to be given to a single specific seller (not a list of partners). The FCC formally removed the requirement from its final rule in September 2025.[3]
What this means in practice: lead-generation partnerships are again legally workable under TCPA's existing "prior express consent" standard, but the rules around what constitutes valid consent are still being tested in courts. The legal environment is more permissive than it looked in early 2024, but it is not a free pass. Any team running outbound SMS or voice through AI should still pay close attention to consent capture, opt-out handling, and carrier-level compliance (10DLC registration, message content standards). Aktify's compliance posture is documented on our [compliance page](https://aktify.com/compliance).
## Use AI to Supercharge Your Growth (and Avoid the Pilot Trap)
McKinsey's updated 2024 estimate puts the annual value potential of generative AI in marketing and sales at $2.6 trillion to $4.4 trillion, roughly double its pre-generative-AI estimate.[4] That is not a forecast, it is a ceiling. Most of that value is sitting in companies that have not yet operationalized AI past pilot status.
The companies pulling value out of the ceiling have a few things in common:
- They picked one concrete revenue problem (slow response, aged lead recovery, abandoned signup re-engagement) and bought a tool that solves that one thing well.
- They measured baseline performance before flipping on AI.
- They integrated the AI into their existing CRM and routing, not as a parallel system.
- They treated the first 60 days as a calibration period, not a verdict.
Companies still pilot-hopping are losing months while their competitors compound learning.
## Run the Number on Your Pipeline
If you want to know what AI sales agents are worth to your business, the most direct path is to look at the inbound leads you already have and ask: what percentage are contacted within five minutes? What's the average response time on the ones that do get contacted? How many never get a response at all?
Most teams find a 30-60% gap between "leads in the system" and "leads that actually had a conversation." Closing that gap is where the AI math gets real.
**[Run your own number with the Aktify ROI Calculator →](https://aktify.com/roi-calculator)**
Want to see how an AI sales agent handles a real conversation in your industry?
**[See it live with a 60-second demo →](https://aktify.com/#see-it-live)**
## References
- [1] Salesforce, *State of Sales Report (6th Edition)*, 2024. Press release: [salesforce.com/news/stories/sales-ai-statistics-2024](https://www.salesforce.com/news/stories/sales-ai-statistics-2024/). Full PDF: [salesforce.com/resources/research-reports/state-of-sales](https://www.salesforce.com/resources/research-reports/state-of-sales/).
- [2] RevenueHero, *We Tested Lead Response Times of 1,000 B2B Sales Teams*. Study scope: B2B SaaS companies only. [revenuehero.io/blog/b2b-lead-response-times](https://www.revenuehero.io/blog/b2b-lead-response-times). Translation to other industries is directional; the underlying pattern (most inbound leads receive no response) is widely observed across home services, insurance, and finance lead-buying programs.
- [3] 11th Circuit Court of Appeals, *Insurance Marketing Coalition v. FCC* (Jan. 24, 2025). FCC final rule formally eliminating the 1:1 consent requirement, September 2025. Coverage: [Wiley](https://www.wiley.law/alert-UPDATE-11th-Circuit-Vacates-FCCs-One-to-One-TCPA-Consent-Rule), [Womble Bond Dickinson](https://www.womblebonddickinson.com/us/insights/blogs/fcc-repeals-one-one-consent-rule-following-eleventh-circuit-decision).
- [4] McKinsey & Company, *The Economic Potential of Generative AI* (updated 2024 figure of $2.6T-$4.4T annual value potential, with marketing and sales the largest single contributing category). [mckinsey.com, "The state of AI"](https://www.mckinsey.com/capabilities/quantumblack/our-insights/the-state-of-ai).
---
## The Ultimate Sales Recovery Guide for Health Insurance Leads
URL: https://aktify.com/blog/the-ultimate-sales-recovery-guide-for-health-insurance-leads · Published: 2021-08-19 · Category: Industry Insights
For most people, health insurance provides peace of mind. They know that should something untoward happen, they’ll be covered. Still, most people need to be assured that the product they sign up for is best suited to their needs.
****Getting a customer to fully invest in health insurance can prove complex despite an influx of interested consumers. The U.S. insurance market has continued to steadily grow since 2009, with the value of insurance premiums [estimated at $1.32 trillion](https://financesonline.com/insurance-statistics/) in 2019.
Figures such as these prove there’s money to be made in insurance, yet many companies experience periods of stagnation due to lost health insurance leads. It’s often expensive to generate new leads, and when they don’t convert into profitable sales, it can prove problematic to health insurance companies. However, an effective sales recovery strategy can quash the negative impact placed on your company's bottom line.
Recovering leads can seem like a daunting task. This guide will alert you to the many ways you can regain leads that have stalled through the sales funnel. It will also demonstrate how to go about positive lead generation and the other aspects of health insurance sales recovery that are crucial to note.
****
## **What a Typical Health Insurance Sales Funnel Looks Like**
Typically, a health insurance sales funnel is a marketing term for a strategy that insurance companies use. They use a funnel to portray, evaluate, and execute the journey that potential consumers go through toward a potential purchase. Usually, this sales funnel will include three primary levels known as the top, middle, and bottom tiers, each representing its own function.
In recent years, many insurance companies have struggled with nurturing leads to ensure a sale is achieved. Businesses are experiencing firsthand the pain associated with losing a deal after weeks of dedicating time and effort to the various stages of a sales funnel.
Although this is somewhat common, it’s less likely to occur if you have the proper sales management help. By using the incredible advances in artificial intelligence (AI) and insurance software, you can generate sales automation health insurance leads easily and efficiently. A service like [Aktify](https://aktify.com/why-aktify) can significantly bridge the inconsistencies found in your sales funnel and guide you to better health insurance lead generation.
****
**Top Tier: Attract Attention**
The top tier describes the area where buyers become aware of a health insurance company, what it offers, what its values are, and what it stands for. At this tier, email advertising, social media channels, and strategic customer relationship management (CRM) tools play an incredibly vital role.
All content presented at this level will need to be customer-focused and shouldn’t solely highlight company data. Leads at the top tier aren’t ready to buy health insurance but are seriously considering your service. Potential consumer pain points, expectations, and needs must be evaluated while your company pitches its content.
****
**Middle Tier: Capture and Nurture Leads**
At the middle tier of the sales funnel, your company will nurture health insurance leads. All marketing tactics at this stage will focus on getting potential customers to engage with your content and consider signing up for your insurance.
****Based on the content you’ve put forth, a prospect will evaluate what your company has to offer and assess whether it suits their needs. Consumers will look into your different pricing plans and packaging options. It’s crucial to continually follow up and avoid losing a connection with a prospective buyer during this stage.
****
**Bottom Tier: Make the Sale**
All your dedicated sales work will come to completion during the bottom tier stage. The efforts you presented in the top and middle tiers will have a significant impact on determining if your leads become sales. Should the leads stagnate and become lost, there are fortunately ways to recover them.
The bottom tier is the decision-making point and the stage where you will make a sale. Remember that you’ll need to continue to engage your potential customers even at this stage. Offer incentives and various value-added services to keep their attention, as these will help guarantee a sale.
****
## **Why the Health Insurance Sales Funnel Is Important**
A sales funnel is crucial, as it helps your company understand consumers’ journeys from initial awareness through sales conversion. If you know what potential consumers are thinking and doing, you can invest in employing the proper marketing techniques and strategies. These suitable methods will ensure beneficial lead generation and prevent you from needing sales recovery procedures for your health insurance leads.
****
## **5 Ways Health Insurance Leads Are Typically Generated**
People have many readily available options when it comes to choosing a health insurance company — it can be easy for a business to get lost among its competitors. That’s why it’s imperative to have a marketing plan that’s carefully planned and budgeted.
Lead generation should be one of the key aspects of your plan. Below are six ways health insurance leads are typically generated. Should you use these tactics, you’ll likely develop leads that become customers.
****
**1. Responsive Websites**
Google now primarily uses the [mobile version](https://developers.google.com/search/mobile-sites/mobile-first-indexing) of websites for indexing and ranking, including those in the health care and insurance industries. The more responsive, or mobile-friendly your website, the greater your chance of generating leads. Because Google cares about user experience, it will prioritize your site and rank it higher if it’s optimized for mobile users.
When your website has mobile-friendly content and imagery, you’ll generate more sales leads. Do people like the look of your site, and can they easily navigate it to learn what they need to know? If so, there’s a better chance of them reaching out to one of your sales consultants.
****
**2. Optimization of Search Engine Results**
Having a mobile-friendly website isn’t the only important strategy. You also need to have optimized content. Search engine optimization (SEO) in the health insurance industry is one of the best ways to generate leads. The better your content is optimized, the better you will rank, and the more people will see your service over your competitors.
****However, it’s crucial to avoid the wrong SEO strategies. For example, keyword stuffing can negatively affect your rankings and prompt Google to place your competitors above you. On the other hand, the right SEO strategies, such as managing your site index and using reputable backlinks, will generate more leads.
****
**3. Social Media Marketing**
Social media advertising — organic and paid — is one of the best tools you can use to gain health insurance leads. Millions of people use sites like Facebook, LinkedIn, Instagram, and Twitter daily. Advertising on these social media platforms allows you to reach a broader audience.
****If you use social media advertising correctly, you can alert consumers to what’s new with your business, initiate sign-up campaigns, and let people know when you run promotions or incentives. Professional social media marketing is one of the best ways for your company to introduce your service offerings and link to your website.
****
**4. Face-to-Face Networking Events**
Sometimes there’s no better strategy to generate new leads than to engage in face-to-face networking. Networking events are essential for bringing in new clients, and luckily you can do face-to-face networking virtually now. Many health insurance companies generate leads from networking events at trade shows, local fairs, charity events, and even school board meetings.
****Networking at community events helps to make your business the go-to option when someone mentions health insurance. And you don’t have to stop there. Consider encouraging employees to network within their families and social groups. Motivate them to get in touch with their LinkedIn contacts and produce business cards that they can easily hand out whenever the occasion arises.
****
**5. Cold Calling**
One of the oldest ways that health insurance companies generate new leads is to participate in cold calling. Many businesses have dedicated call centers because cold calling is a proven technique in lead generation. Recently, cold calling has been used in combination with AI insurance software and has led to spikes in new leads that have become sales.
****Some companies underestimate the power of cold calling, especially when considering small businesses. Statistically, smaller companies are often in need of competitive health insurance premiums for their employees. With the proper research and planning, you could execute a successful cold call.
****
## **When, Why, and How Health Insurance Leads Stall**
Primarily, health insurance leads will stall because the content isn’t engaging enough or follow-up procedures fail. When consumers lose interest in your products, they won’t consider responding to your company’s emails, texts, or phone calls. Customers will also stall on closing a lead because:
- They can’t afford the health insurance premium you’re trying to sell.
- They don’t trust salespeople, or they feel uncomfortable communicating with them.
- They don’t think your product is worth the cost.
- They dislike you or don’t trust you as a person.
- They’re scared to take a chance on an insurance plan that might not benefit them.
****
Health insurance leads will often stall during the top or middle tier of your sales funnel — that’s why it’s imperative to pay special attention to these areas and the procedures that should be conducted.
****However, you shouldn’t give up on stalled leads — there’s always a chance that you can revive some of them and still make a sale. There are specific, proven ways you can turn a stalled lead into a viable one.
****
## **7 Proven Sales Recovery Methods That Can Revive Stalled Leads**
When a lead stalls, you likely ask yourself, “How do I recover it?” Luckily for companies and agents, there are a few sales recovery methods you can turn to for help.
Contrary to popular belief, it isn’t too arduous, nor does it require exhaustive efforts to recover and acquire health insurance leads from previous marketing efforts.
****
**1. Nurture the Leads You Have**
Despite a health insurance company's best efforts, not every pitch to a lead yields a sale. Often, prospective consumers will listen to your pitch but ultimately tell you they aren’t ready to buy. This is why it’s crucial to nurture your leads. You would benefit immensely from starting a system that keeps your business at the forefront of people’s minds.
One of the best ways to do this is to produce blogs on your website that demonstrate your company's expertise in the industry. Additionally, consider creating short educational videos that explain the different health insurance premiums and policies. Offering free webinars and sending out regular emails will also allow you to nurture sales until prospective clients are ready to close a deal.
****
**2. Find a Different Access Point**
Sometimes your lead could have stalled because you engaged with the wrong person within the company you targeted. If you suspect this happened to your lead, you can recover it even if the lead has turned cold.
Your next plan of action should be to reach out to someone you deem more suitable within the organization you’re targeting. Try to consult with a person who has greater decision-making power, as they’re your best chance of recovering the lead.
****
**3. Implement Conversational AI**
AI such as that engineered by [Aktify](https://aktify.com/blog) can help generate conversations and recover leads. AI can help your business revive leads accurately and in a more cost-effective manner.
****By implementing conversational AI, your company will understand customers better and learn why they’ve stalled on closing a deal. Additionally, [AI software will analyze relevant data](https://towardsdatascience.com/how-are-insurance-companies-implementing-artificial-intelligence-ai-aaf845fce6a7) that your company has on potential consumers. With this analysis, customer behavior is better predicted, and you can better optimize price and product offerings based on a consumer’s preferences.
****
**4. Tweak Your Sales Presentations**
Sales are often stalled because leads have been approached incorrectly. Should your sales consultants have approaches that aren’t working, there are ways to address the issue.
****For example, each consultant should analyze and track the objections they hear and determine when in the sales pitch they are meeting resistance. By understanding where they’re going wrong, they can prepare pitches that are better received.
Additionally, consultants should prepare lists of common objections they hear so they can understand and practice how to answer them. If a stalled lead was previously hesitant because they couldn’t get an answer they sought, you might now win them over.
****
**5. Participate in Consistent Follow-Up**
A common way health insurance leads are lost is through neglecting proper follow-up practices. Often, you’ll need to make multiple attempts at phoning or emailing a prospective customer before you manage to have a conversation with them. However, sometimes these leads aren’t followed up because of a prospect ignoring attempts to get in touch.
It’s crucial not to forget about initial follow-ups. It can be easy to forget about prospective clients who have only engaged with your content online or via email. However, even if a potential customer hasn’t shown a clear interest in purchasing your service, you should still follow through with getting in contact. They are still a lead.
****
**6. Create a Sense of Buyer Urgency **
In many instances, health insurance leads will stall because a customer doesn’t have any sense of urgency surrounding the product you’re selling. Realistically, most consumers have time to focus on only a few things in their life at any given time.
****If you want to recover a stalled lead, make the health insurance product a priority. Try to make the potential client see the product as a necessity they need to focus on. Point out that every week or month that passes where they continue without your service will cost them money and add risk to their lives. If they sense this urgency, they may re-evaluate signing up.
****
**7. Re-Evaluate Incentives**
It’s not only the consumers’ reluctance that causes health insurance leads to stall. Often, specific incentives that place too much focus on generating leads could inhibit your customer acquisition statistics.
****When all the effort of generating leads is focused on the top tier of a health insurance funnel, other tiers are neglected. Unfortunately, this means leads are never converted into opportunities, and your business loses out on paying customers.
****To fix this issue, you can modify your goals, incentives, and bonuses. These revised tactics can reward you with deals that close.
****
## **Get In Contact With Aktify Today**
With the right tools and marketing strategies in place, your company can recover lost leads and generate new ones effectively and efficiently. If you want your business to compete in the ever-changing health insurance market, consider utilizing the AI [services supplied by Aktify](https://aktify.com/contact). These tools, in combination with more traditional sales recovery techniques, will help your organization prosper.
****
---
## How to Start Using Text Messaging in Sales
URL: https://aktify.com/blog/how-to-start-using-text-messaging-in-sales · Published: 2021-08-13 · Category: SMS & Compliance
Using text messaging in sales might not immediately cross your mind. SMS marketing is gaining steam since about [48% of customers](https://www.smscomparison.com/mass-text-messaging/2021-statistics/) indicate a preference for text messages rather than emails. Just like these customers, your prospects likely also prefer text communication.
****Learn how you can jump on the popularity of text messaging to boost your sales process and reach more prospects.
****
## **The Benefits of Using Text Messaging in Sales**
Business text messaging is on the rise, mainly because a majority of businesspeople have smartphones, and text messages make it easy for them to respond. An estimated [95% of text messages are opened](https://www.smscomparison.com/mass-text-messaging/2021-statistics/), making it more effective than email. Most recipients open and respond to text messages within 3 minutes. You can use texting in sales to send personalized messages to existing leads or to connect clients with a [virtual agent](https://aktify.com/blog/a-new-world-of-sales-automation-why-consumers-embrace-messaging-conversational-ai-and-virtual-agents).
****
**Text Messages Are More Personal**
While automated messages and email lists are great ways to reach potential prospects, texting gives your messages a personal touch. Successful sales are driven by relationship building, and text messages give you the chance to nurture relationships. It’s easy to create a text conversation starter you can quickly send to prospects.
****
**You’re More Likely to Reach Your Prospects**
Since prospects are more likely to open and respond to a text message, you can achieve a higher response rate from potential prospects. Traditional sales techniques including phone calls and emails have lower open rates. Text messages are a more visible option, and you can connect with prospects quickly following an in-person interaction.
****
**You Can Easily Integrate SMS into Your Existing Sales Funnels**
Your website is a primary lead generation tool, and you can integrate features into your site that generate SMS leads. Adding a click-to-text button on your website makes it easy for prospects to contact you through text messages. Once they are signed up, you can add them to your database for SMS promotions, chats, and follow-up.
****If you have a branded 5-digit short code, add a call to action at the bottom of your business card so new contacts can sign up to receive your texts.
****
## **Compliance Tips**
Like cold calls, text messaging in sales is regulated. Make sure you’re in compliance by automating consent to allow prospects to opt-in to text messages. Keep your texts on message. When someone joins your text messaging list, you can only send them content that relates to what they signed up for. Use templates so reps can easily adhere to content rules and avoid being flagged as spam.
****Track consent forms and marketing between your business and potential prospects. Keep detailed records in case you need them later. Lastly, honor opt-outs and unsubscribes. As soon as someone indicates that they don’t want to be on your list, promptly remove them. Make it easy for people to opt out.
****
## **How to Adjust Your Messaging**
Text messages are more effective when they’re personal, but you can still automate templates for your sales reps. SMS and sales work together to build a relationship with your customers. Sales text messages should be short and personal.
Have your marketing team develop SMS messages that provide value to your subscribers. Use these messages to reach out for feedback or address customer pain points. These messages should also include a clear call to action that shows users their next steps.
When you are using texting in sales, be sure that each rep personally responds to any prospect that replies to your messages. You can use them to start the sales process, creating templates personally inviting a prospect to contact your sales team. Send them shortly after you’ve made a sale to make sure everything is going smoothly for your clients.
****Your marketing team can develop customizable templates that let your sales reps contact prospects quickly.
****
## **Best Practices**
**1. Make Sure Prospects Have Opted In**
Always get permission from a prospect before sending them text messages. Local and national regulations are designed to protect a consumer from receiving unwanted sales messages. Capture opt-ins and keep a record on file in case you need it later.
****
**2. Provide Value**
Your customers signed up for text messages for a reason. Your messages should provide them value. Highlight the benefits of signing up for your text messages like real-time access to their account manager and faster responses to inquiries.
****
**3. Respond Quickly**
Even if your SMS messages are automated, someone should monitor your messaging platform and reply promptly to each message. Listen to the question and give a detailed answer. If you can’t respond right away, send a quick message letting your client know you got their message and will respond when you can.
****
**4. Use Texts Sparingly**
Don’t inundate your prospect list with text messages. Check with your carrier to determine messaging limits, or you might end up being blocked or blacklisted. Your prospects don’t want to hear from you 60 times in a week. Keep these messages to a minimum.
****
**5. Send Messages During Business Hours**
If you’re automating your text messages, be sure to set them during business hours. If you end up contacting a prospect early in the morning or in the middle of the night, they may be inspired to take their business elsewhere.
****
**6. Keep it Casual**
Successful text messages read more like a conversation than an [automated message](https://aktify.com/blog/lexie-lund-the-art-of-selling-conversational-ai). Be casual, yet professional to build a relationship and generate more responses. If your prospect needs more detail, encourage them to call you or set up a meeting.
****
## **Aktify Can Help You Connect With Your Prospects**
You can use text messaging in sales to build a relationship with prospects and improve your chances of converting prospects into customers. Aktify uses advanced AI to help have these conversations at scale. You can use our tools to automate conversations through text messages and empower your customers with everything they need to be ready to sign.
****If you’re interested in boosting your sales with conversational ai messages, [contact us today for a demo](https://aktify.com/get-demo).
****
---
## TCPA for Text Messages: What You Need to Know About Obtaining Consent
URL: https://aktify.com/blog/tcpa-for-text-messages-what-you-need-to-know-about-obtaining-consent · Published: 2021-08-10 · Category: SMS & Compliance
It’s well-known that text messaging, or SMS, is [more effective than email outreach](https://aktify.com/blog/text-marketing-vs-email-marketing-who-will-win) or cold calling for marketing. 98% of text messages are opened, and 95% of them are read (and responded to) [within three minutes of delivery](https://financesonline.com/sms-marketing-statistics/). By comparison, a high-performing email marketing campaign might have an open rate of less than 20%. And when it comes to phone marketing, only 20% of people say they answer calls they aren’t expecting.
Before you can initiate SMS campaigns, however, the [Telephone Consumer Protection Act](https://www.fcc.gov/sites/default/files/tcpa-rules.pdf) (TCPA) requires businesses to obtain consent. The TCPA applies to texts, calls, or voice messages sent to customers or leads via their landline or mobile phones. Ensuring you comply with the TCPA for text messages is critical to your campaign.
****In this guide, we’ll explain:
- What the TCPA is
- Why TCPA compliance is important
- What the penalties are for failing to comply
- What is required to obtain TCPA consent
As a bonus, we’ll also provide you with a TCPA consent example template.
*****DISCLAIMER: None of the information provided within this guide constitutes legal advice.* *Businesses are encouraged to seek legal counsel to ensure proper practices under the TCPA.**
*
****
## **What Is the TCPA?**
The TCPA is a federal law, passed by Congress in 1991, that governs telephone solicitations. It applies to telemarketing, robocalls, voice mails, and text messages, restricting the use of each one.
****The TCPA is probably best known for creating the [national Do-Not-Call registry](https://www.fcc.gov/general/telemarketing-and-robocalls), allowing consumers to opt out of unsolicited marketing messages from companies. However, it also requires companies to get prior express consent from consumers before attempting to communicate with them by phone or SMS.
****Following the rules set out in the TCPA is mandatory for all businesses.
****
## **Why Is TCPA Compliance Important?**
Besides respecting the privacy of your customers, failing to comply with TCPA rules can have significant legal consequences. Individuals that have received calls in violation of the TCPA can seek up to $500 per communication in statutory damages. If the violation was “willful or knowing,” damages can be tripled to $1,500 per communication.
****The Federal Communications Commission (FCC) can seek penalties of up to $16,000 per violation or $26,000 for intentional violation. If you are using automation to send text messages without first obtaining consent, you can quickly run into significant fines. Judgments against businesses over the past few years have accumulated to nearly $1 billion.
****In June 2020, the FCC announced a [$225 million fine](https://www.huntonprivacyblog.com/2020/06/12/fcc-proposes-largest-fine-in-its-history-for-telemarketing-violations/) against two telemarketers for placing robocalls and failing to get consumer consent. In May 2021, a Fifth Circuit court ruled that receiving a single unsolicited text message was enough to [justify a class action suit](https://www.ca5.uscourts.gov/opinions/pub/19/19-51173-CV0.pdf).
****Some states, such as Florida, are enacting legislation that [imposes additional penalties](https://www.reuters.com/legal/transactional/new-limits-predictive-dialers-florida-enacts-its-version-tcpa-2021-06-22/) on top of federal regulations.
****The penalties for not complying make it clear — ensuring you are getting the consent required by the TCPA in order to send text messages for your marketing campaign is essential to protecting your business interests.
****
## **What Constitutes TCPA Consent?**
The TCPA acknowledges two types of consent: prior express consent and prior express written consent.
****
### **Prior Express Consent**
Prior express consent is required for texts, autodial calls, or non-solicitation calls. Consent can be written or verbal. If someone has voluntarily provided their phone number before any texts are sent and there is a prior relationship between the parties, businesses can contact consumers — but only for the reason the consumer provided their number.
****For example, if a lead fills out a form and asks for additional information about your business or sends you a text inquiring about something, you can respond — but only to the specific query. You may not initiate additional marketing messages or supply other offers in the future without express written consent.
****Businesses need to be careful when defining their relationship with a consumer, however. If a phone number was voluntarily provided by the consumer directly or through an intermediary, that’s OK. If the number was captured by caller ID or a third party, it would not be sufficient for consent.
****Any contact between business and consumer must be for normal business communication and closely related to the consent that was provided. Keep in mind that, at any time, consumers can revoke consent. If they tell you they do not want to be contacted at that number, that serves as notice for you to cease communications.
****
### **Prior Express Written Consent**
Calls or texts to cell phones for advertising or telemarketing require written consent expressly for the purposes of receiving marketing messages. The written agreement must include clear and obvious disclosures informing consumers that, by signing or otherwise authorizing the agreement, they are allowing advertising calls or text messages.
****
## **How to Obtain TCPA Consent**
Businesses can obtain TCPA-required consent through a variety of means — including written signatures, emails, texts, or website forms — as long as the required disclosures are met. Marketers must also disclose the business or service provider they’re working for.
****
### **Sample Language for TCPA Compliance**
Here are two sample forms that you may want to adapt for use in obtaining consumer consent for TCPA compliance.
****
> *By clicking the button below, you consent for and its service provider to use automated technology, including calls, texts, and prerecorded messages, to contact you at the number and email provided for offers. This consent is not required to make a purchase. Clicking the button below constitutes your electronic signature.*
****
> *By clicking, I am providing my electronic signature expressly authorizing to contact me by email, text, or phone (including an automatic dialing system or artificial/prerecorded voice) at the home or mobile phone number above. I understand I am not required to sign or agree to this as a condition to purchase.*
****
Even if you only plan on using SMS messaging, you should ask for email and phone consent at the same time in case you want to follow up in the future.
****
## **Best Practices for TCPA Compliance**
Best practices for [TCPA compliance](https://aktify.com/blog/tcpa-compliance-add-these-words-to-your-lead-form) and reducing litigation risk should follow the three Cs: consent, compliance, and communication.
****
### **Consent**
Businesses must obtain prior express written consent under TCPA regulations before initiating telemarketing activities. You’re allowed to contact customers for non-marketing purposes if you’re responding to a specific transaction, but that transaction does not provide consent for subsequent marketing.
You should also check the [Do-Not-Call (DNC) registry](https://www.donotcall.gov/) to avoid texting consumers that have placed themselves on the DNC list. The DNC registry is maintained by the Federal Trade Commission (FTC).
****The Mobile Marketing Association’s [guidelines for best practices](https://www.mmaglobal.com/policies/committees/consumer-best-practices) for SMS consent stipulate that:
- Instructions for STOP and HELP should be capitalized or in bold lettering
- “Stop” replies should be treated as Do Not Call or Do Not Text requests
- Disclosure should be given that messaging and data rates may apply
- Acceptance boxes or terms and conditions should not be pre-checked — consumers must indicate their acceptance of the terms by manual selection
- Reference to a website where complete terms and conditions are available for viewing should be made
****These guidelines also recommend removing consumer phone numbers that have been inactive for six months or more from marketing lists.
****
### **Compliance**
Once you've received written consent from a consumer, you need to keep a record showing the type of communication they've agreed to receive. Since records are to be kept for at least five years from the date consent was obtained, you should also have a way to track the date of consent.
****Include a mechanism for opting out for consumers that wish to discontinue further marketing communication.
****Businesses that conduct telemarketing should download and scrub the DNC registry at least every 31 days. Unless a consumer has provided written consent or has an established business relationship with you, calling someone on the DNC list is a violation of the TCPA.
****You're also required to maintain an internal DNC list. If consumers do opt-out, you need a procedure to ensure you do not send additional communications to that number. Procedures need to include a written DNC policy that complies with legal requirements. Personnel must also be trained in the use of the DNC list.
****Even if a consumer previously provided consent, if they subsequently revoke it, future calls and texts to the consumer are prohibited under the TCPA.
****
### **Communication**
Avoid making multiple attempts to text consumers on the same day. You should also limit your contact attempts to the same number. Most legal actions alleging TCPA compliance violations are from consumers that have received multiple consistent calls and texts.
****The TCPA prohibits communications for marketing purposes before 8 a.m. or after 9 p.m. local time, even if consent has been granted.
****
## **Conversational AI Texts Drive Revenue**
SMS messaging is an incredibly effective way to put your business in front of consumers, but ensuring TCPA compliance for text messages is critical to your campaign. Now that you know what it takes to get an SMS campaign running, partner with someone who can take your conversion rates to the next level.
****[Aktify](https://aktify.com/) improves conversations between brands and people with conversational AI that converts leads into phone calls. Using robust data science and machine learning to delight customers with thoughtful conversations and well-curated gestures, Aktify’s solutions integrate with CRMs and marketing automation platforms. Automated contacting, scheduling, and nurturing can provide as much as a 10x ROI for our clients.
[Contact Aktify today](https://aktify.com/get-demo) and learn more about how we turn science into revenue.
---
## Florida Telemarketing Quick Guide: What Contact Centers Should Know About the State’s Most Recent Telemarketing Restrictions
URL: https://aktify.com/blog/florida-telemarketing-quick-guide-what-contact-centers-should-know-about-the-states-most-recent-telemarketing-restrictions · Published: 2021-07-29 · Category: Industry Insights
If you’re like most sales and marketing executives, you probably have questions about the new Florida telemarketing law. Who is covered by it? What kinds of restrictions does it place on sales and marketing efforts? The rules and regulations in this area can be confusing — even overwhelming.
Don’t worry — you’ve come to the right place. This article will guide you through the new Florida state telemarketing law and explain how it might impact your business. Keep reading to learn everything you need to know about the latest telemarketing guidelines.
****
## **What Is the New Legislation?**
In the summer of 2021, Florida’s state legislature [passed a new law](https://www.flsenate.gov/Session/Bill/2021/1120) that overhauled the state’s existing laws on telephone solicitation (also known as telemarketing). The new law, which took effect on July 1, will impact any organizations that do business in Florida. Even companies that are based out of state may be impacted if they contact Florida residents for marketing or sales purposes.
****
## **What Were Florida’s Telemarketing Laws Like Before?**
Florida already had two laws that set restrictions on telemarketing. Those laws — the Florida Telemarketing Act and the Florida Do Not Call Act — both come under the purview of the state Department of Agriculture and Consumer Services.
****
## **How Does the Florida Telemarketing Act Work?**
The **Florida Telemarketing Act** regulates licensing for anyone who uses the telephone to solicit Florida residents. Businesses and individuals who carry out telephone solicitation are required to have licenses to operate.
When you apply for licensing, you’ll be asked to provide the following information:
- Any past or current criminal, civil, or administrative disciplinary actions
- A list of the phone numbers that will be used for making telemarketing calls
- The call center address (or addresses)
- The scripts that callers will use when making calls
- Collateral in the form of a bond, letter of credit, or certificate of deposit to be used in the event of fraud, breach of contract, financial failure, or violation
****The Florida Telemarketing Act also imposes a series of **restrictions on telephone solicitations**. Those include:
- Limiting the hours when telemarketing is permitted. Calls may be made from 8 a.m. until 9 p.m.
- Requiring callers to identify themselves within 30 seconds of the beginning of the call.
- Keeping records of every person contacted by the business. Records must be kept for at least two years and must include names and phone numbers.
****
## **How Does the Florida Do Not Call Act Work?**
Along with the Florida Telemarketing Act, the **Florida Do Not Call Act** places restrictions on how telephone solicitations may be carried out in the state.
****As its name suggests, the act sets out the rules behind the Do Not Call list. Florida residents may place their home numbers on the list, along with their cell phone numbers or pager numbers.
****Once names are on the list, businesses may not call those phone numbers or send text messages or direct-to-voicemail transmissions. They are also barred from using automatic dialers that play a recorded message when the consumer picks up the phone. Businesses may not “spoof” or disguise their phone numbers when making phone calls.
****Violations of the rules will incur fines of up to $10,000, as well as possible additional penalties.
****There are several exceptions to the rule — certain organizations may call people on the Do Not Call list. Permitted call types include:
- Fundraising calls from nonprofit organizations
- Research calls and opinion surveys
- Debt collection
****
## **What Does the New Law Change?**
The new law builds on the state’s existing laws on telephone solicitation. It comes with some striking changes, both to the regulations themselves and the way that they are enforced.
****
### **Changes to Enforcement**
The new law contains a provision known as a **private right of action**.
****A private right of action means that any individual may bring legal action against a business to seek compensation for alleged injuries caused by a violation of the law. Private citizens may bring actions in response to violations of the autodialer provisions of the law, and they may bring actions in response to certain other provisions of the new and existing laws.
****The law also imposes fines and other penalties for violations. Those penalties distinguish between simple “violations” and “willful violations.” Businesses will be fined up to $500 per violation and up to $1,500 per willful violation.
****Telemarketers who use spoofed numbers are now liable to be charged with a second-degree misdemeanor.
****
### **Changes to Regulations **
The most striking change to the law is in its **updated autodialer provisions**.
****The new regulations require callers to have the consumer’s prior consent for most uses of autodialers. Be aware that the law does not clearly spell out exactly what it means by “autodialer.”
****Do all forms of dialing technology count as autodialers? The law is not very clear in this respect, but it appears likely that anything resembling automatic dialing technology may be treated as an autodialer for legal purposes.
****In part, the bill requires “all sales telephone calls, text messages, and direct-to-voicemail transmissions to have the receiving consumer’s prior express written consent if the call will be made using an automated machine to dial the recipient’s phone number, or will play a recorded message upon connection with the recipient.”
****The new law also changes **the permitted call times** for telemarketers contacting consumers. Under the new regulations, telemarketers may contact consumers only between 8 a.m. and 8 p.m. (Previously, the call time extended to 9 p.m.)
Moreover, the new regulations **forbid telemarketers from calling the same person **more than three times in a 24-hour period, unless they are calling about different issues.
****To this end, the law includes a specific definition of what a “called party” is: the person who regularly uses the phone number that the telemarketer is calling.
****
### **Updates to the Do Not Call Regulations**
Anyone conducting marketing or sales by telephone in Florida must register as a telemarketer. Businesses and individuals who are not based in Florida will still need to register if they are making calls to people living in the state.
****Businesses that call Florida residents are also responsible for obtaining a copy of the Florida Do Not Call list. Likewise, they are responsible for keeping up with all the updates to that list. (It is updated every quarter.)
****
## **Advice for Sales and Marketing Executives**
Now that you’ve learned more about how the new law works, you may be wondering how you should respond to it. Here are some tips and best practices for any individuals and businesses that call Florida residents on a regular basis.
****
### **Remember to Register**
If you make sales or marketing calls to Florida residents, you are required to register as a telemarketer. (This also applies if any members of your staff call Florida residents.) You are also required to obtain a copy of the state’s Do Not Call list, refrain from calling anyone on the list, and make sure you stay current with the list, which is updated quarterly.
****
### **Watch Out for Predators**
Bear in mind that there are some predatory individuals who appear to actively seek out chances to bring lawsuits. Exercise caution and make sure you remove all possible predators from your call lists. With the new regulations in place, it is unfortunately very likely that some predators are looking for a chance to bring legal action.
****
### **Always Get Consent**
The new regulations specify that all telemarketers in Florida must get explicit, written consent from their consumers. You need to be prepared to get consent and keep excellent records so you can prove that consent was given.
****
### **Seek Expert Advice**
The rules and regulations about telemarketing are changing rapidly. If you do business in more than one state, it can feel almost impossible to keep track of all the different legislation around telephone solicitations. Even if you exclusively do business in Florida, it can be difficult to maintain compliance. As you have seen, the regulations are not always clear, and the language can be confusing.
****The experts at Aktify can help you to improve just about every aspect of your sales. Aktify uses data science and machine learning to improve your marketing and your sales figures. Every customer, and every business, is unique — and Aktify prides itself in coming up with a tailored solution for every client.
****[Visit today](https://aktify.com/why-aktify) to learn what Aktify can do to grow your business and boost your bottom line.
---
## A New World of Sales Automation: Why Consumers Embrace Messaging, Conversational AI, and Virtual Agents
URL: https://aktify.com/blog/a-new-world-of-sales-automation-why-consumers-embrace-messaging-conversational-ai-and-virtual-agents · Published: 2021-07-22 · Category: AI & Automation
Artificial intelligence has completely changed how businesses communicate with customers. Not long ago, the only way to have a personalized interaction with a business was to pick up the phone or visit the company’s location.
****Today, customers can get answers to specific questions without ever talking to a human being. AI-powered chatbots or virtual agents handle entire interactions on channels like text, Facebook Messenger, and Apple Business Chat. They lighten the load on service, sales, and marketing teams while still providing that personal touch.
****Virtual agents have been on the rise for several years, but the [COVID-19 pandemic](https://www.digitalcommerce360.com/2020/05/13/on-hold-retailers-encounter-customer-service-strains-amid-coronavirus/) has fast-tracked their use dramatically. In April 2020, the number of chatbot-facilitated conversations increased by 426% as companies used this technology to triage floods of incoming customer calls.
****In the process, many new businesses realized something that the industry has known for a long time: Virtual agents and conversational AI have the potential to transform sales.
****
## **What Is Conversational AI?**
[Conversational AI](https://www.ibm.com/cloud/learn/conversational-ai) is a technology stack that generates personalized, natural conversations through machine learning. These technologies “teach” an automated system to respond intelligently and thoughtfully, based on the consumer’s response.
****Key technology components in [conversational AI](https://www2.deloitte.com/content/dam/Deloitte/au/Documents/strategy/au-deloitte-conversational-ai.pdf) include:
- **Natural language processing:** The parsing of human language in its natural sentence structure, rather than through keyword triggers
- **Machine learning:** The process by which a machine “learns” how to respond to users by analyzing human-to-human conversation
- **Intent recognition:** The ability of a conversational AI bot to understand what the user means, even when the phrasing isn’t in its background verbatim
- **Contextual awareness:** The capacity to follow a conversation and recall information when necessary, as in human-to-human conversations
- **Fulfillment:** The ability to source the most relevant and helpful answer to a consumer’s inquiry
****When these and other related components work together, a conversational AI system can sustain a meaningful interaction between a person and an organization.
1. Receive user input, either by voice or text.
1. Decipher the user’s meaning through speech recognition and natural language understanding technologies.
1. Generate a response using natural language generation.
In this cyclical process, the machine constantly processes user signals to refine its responses. The more it learns, the more natural and satisfying its conversations are for the person on the other end.
****
## **How Conversational AI Helps Brands Scale Conversations**
In a traditional brick-and-mortar store, a customer can walk up to a sales rep and ask a product question, get a recommendation, or find out whether the store stocks a particular item. These kinds of conversations let brands build meaningful relationships with their customers.****
Before AI, staffing levels significantly limited the scalability of these interactions. Now, thanks to advances in conversational AI, businesses can have almost unlimited one-on-one conversations. ****
Each customer can engage with an AI virtual agent or chatbot and have a back-and-forth conversation targeted to their interests. The interaction is meaningful, timely, and unique to the customer, and all without the need for additional staffing.
****
### **Increased Self-Service Quality**
AI-powered virtual agents are extremely convenient. They’re easy to embed into a brand or retailer’s mobile app, website, or social media page.
The more broadly a business can integrate AI chatbot technology, the more it can provide the omnichannel experiences that today’s customers and leads demand. Buyers can engage using their preferred method and complete their desired interaction, whether that’s getting an answer to a question or completing a transaction.
****
### **Real-Time Personalization**
Every 21st-century business wants to deliver the right gesture to the right person at the perfect time. Automation technologies like segmentation and retargeting have allowed businesses to reach more people than ever, but conversational AI takes this capability to the next level.
By embedding virtual agents at all consumer touch points, businesses can deliver personalized offers, recommendations, and services where customers want them most.
****
### **Human-Level Responsiveness**
Conversational AI targets the full spectrum of human conversation — it speaks, listens, and responds. The listening and response elements are most important for issue resolution, no matter when it occurs in the sales cycle.
Most importantly, it allows consumers to feel heard whenever and wherever an issue arises. The immediate response makes the process infinitely more satisfying than completing a support ticket.
Conversational AI can also gauge the sentiment of a conversation. This gives the company an important baseline from which to take the next step.
****
### **Increased Staff Capacity**
Conversational AI can adeptly handle many twists and turns of conversation, but it can’t do everything yet. Well-designed AI programs can identify those moments and use them to pass the customer or lead to a team member.
****But here’s the beauty of the process: The conversational AI solution has already picked up and resolved multiple simpler inquiries, which otherwise would fall onto a staff member’s plate.
****Each AI-processed call gives the team member more time to handle increasingly complex requests as they arise. This extra time is immensely valuable to any buyer-facing team, including those in sales.
****
## **Conversational AI and Sales Automation**
Conversational AI is an asset to any sales team, whether B2B or B2C. Consumer-facing businesses have begun using conversational AI to reduce abandonment, deliver targeted recommendations, and more.
****The success rates are impressive. According to [Chatbots Magazine](https://chatbotsmagazine.com/the-complete-guide-to-conversational-commerce-e47059293efa), stores that use conversational commerce tools like AI have seen revenue increases of up to 25%.
****Meanwhile, B2B companies have begun to use sales automation as a key part of the lead nurturing process. By taking over early-stage lead conversations, AI sales solutions filter out uninterested leads and deliver pre-nurtured prospects to representatives’ inboxes.
****
### **Lead Generation**
The omnichannel nature of conversational AI makes it an ideal tool for collecting leads across platforms. For example:
- A potential buyer finds a company’s website through organic search and starts a conversation with, “What brought you to our site?”
- An AI virtual agent welcomes a registrant to a webinar and asks if they’d like to join the email list.
- A visitor to a blog clicks on the chat window to request a copy of an e-book, and the virtual agent is able to collect their contact information as well as several pain points.
****Unlike a static web form or service page, a conversational AI solution can find the customer’s needs and set the sales team up for success.
****
### **Early Lead Nurturing**
Top-of-funnel relationship building is one of the most time-consuming processes in sales. Today’s conversational AI can take over that process for a sales team, reaching out to contact and nurture leads organically.
****[Conversational AI sales solutions](https://aktify.com/our-technology) can:
- Reach out to leads and gauge interest level
- Send relevant follow-up messages
- Answer initial questions
- Identify developing interest
- Recognize when a lead is ready for a sales call
****By the time a lead reaches the representative, they’ve already had positive experiences with the business. They’ve confirmed their interest in the business and can start the conversation with a sales representative from a warmer place.
****
### **Digital Assistant Support**
In B2B and B2C, conversational AI enhances the sales process by focusing on personalized service. An AI virtual agent can process and respond organically to a lead’s questions and comments, letting the lead’s interest drive where the conversation goes next.
Conversational AI solutions can use responsive sales scripts, similar to the kind that a sales manager might create for their team. The virtual agent uses that script as a baseline and selects from pre-programmed responses based on the customer’s comments.
With this technology, companies of all sizes and types can reap the benefits of having a personal sales representative assigned to every single lead, no matter where they are in the sales funnel.
****
### **In-Chat Sales and Upgrades**
Some companies have already taken [conversational AI sales](https://www.analyticsinsight.net/how-conversational-ai-can-drive-ecommerce-sales/) to the next level, allowing customers to purchase from the chat window. This strategy is most popular with businesses that sell lower-risk, lower-ticket items, but there is potential for automation in higher-value sales as well.
****Conversational AI can transact upgrades and even make proactive cross-sells and upsells. And because the virtual agent can be present across touch points, it can make these recommendations and follow through at the most relevant moments.
****
## **The Future of Conversational AI**
[Consumers’ willingness to use chatbots and virtual agents](https://backlinko.com/chatbot-stats) has risen dramatically in recent years. From 2019 to 2020, the share of people willing to use a virtual agent to make a purchase increased from 17.1% to 41.3%. [Juniper Research predicts](https://www.juniperresearch.com/press/chatbots-to-facilitate-$142-billion-of-retail) virtual agents will facilitate $142 billion in retail spending by 2024, up from $2.8 billion in 2019.
****As technology develops, the applications and capabilities of conversational AI will increase alongside its use. That means:
- Increasingly frictionless experiences, so users can go further toward resolution with the virtual agent
- Stronger conversational analytics for even better consumer behavior predictions
- Higher-level security practices to reinforce consumer trust
- Integration of other advanced technologies like geolocation and image capture
- The widespread adoption of low-code and no-code platforms, so user companies can apply conversational AI across more platforms
****
## **Get Ahead of the Game With Aktify**
The sooner companies adopt conversational AI technologies to communicate with leads and customers, the more they’ll be able to stay at the cutting edge and exceed expectations. ****
At [Aktify](https://aktify.com/), we’re committed to doing just that. Aktify’s conversational AI is friendly, responsive, and effective at qualifying leads. It nearly doubles conversion rates for our clients, but most importantly, it helps those clients to develop meaningful relationships with their customers.
Ready to see firsthand how Aktify uses conversational AI to qualify leads and drive more sales? [Schedule a demo today](https://aktify.com/get-demo).
---
## Simple Math: Number of Sales Touch points and the Role of Automation
URL: https://aktify.com/blog/sales-rep-math-number-of-sales-touch-points-and-the-role-of-automation · Published: 2021-07-14 · Category: Company News
Most sources agree that the [average number of touch points](https://blog.hubspot.com/sales/the-ultimate-guide-to-prospecting-how-many-touchpoints-when-and-what-type) a salesperson has with a prospective customer from start to finish of a sale is between 6 and 10. Although this is average for most, some experts say up to 20 touch points are needed.
A touchpoint can come in a variety of shapes and sizes. It might be a phone call, an email, a LinkedIn connection or message, a piece of direct mail or even a physical meeting.
Receiving a higher number of leads is always a good thing, but when this many touch points are required, it puts a heavy stress on the team reaching out and it strains the hiring manager who will be hiring additional headcount.
Let’s do some math.
Let’s say, for simplicity's-sake, that you have **5000 leads per month** coming inbound to your team. If we use the 10-touchpoint-per-lead example, this equates to around **50,000 necessary touch points per month****.** If a sales rep can make **50 touch points per day** (which for many companies might be quite liberal) and 22 work days in a month, this would mean you would need to employ **45 reps** focused solely on calling and emailing day-in and day-out.
As your quantity of leads gets to this level or higher, you can continue to hire additional headcount, but that only yields incremental profit. Between base pay, commissions, raises and turn-over costs, hiring is not always the most cost-efficient way to go about handling a high volume of leads. Not only that, but it’s also not the most effective way to close these leads.
In this case, many companies would hire 50 reps, each to have a pipeline that looks something like: 25% “hot leads” that are ready to talk and 75% leads that they have to chase. They spend the majority of their time reaching out, only to get no response.
This is where automation comes in.
Obviously in most cases, a human is required to close the sale and talk to the customer and answer questions before they make a purchase. However, a human is not necessary to send messages over and over.
There are countless automation tools out there that will take care of the needed touch points without a human rep lifting a finger. Like touch points, these tools come in a variety of shapes and sizes. Some that will automate personalized emails, some will automate calls, some will [automate text messages](https://aktify.com/why-aktify) and more. As you automate many unresponsive leads, your sales team can focus on having meaningful conversations with interested customers and doing the research needed to have a productive conversation.
If you implement an automation tool (or a few) as you grow to a high-volume lead company, you could scale your team to 25 reps instead of 50 and pay for one automation tool that handles the leads that require a high number of touch points and will bring the ripe ones to those 25 reps to close. The 25 reps are happier, the "hot lead" to rep ratio is higher, overhead expenses are down and revenue is climbing - everyone wins.
The math makes sense. Technology is not invented to replace jobs. It’s there to make companies more productive and profitable and give reps and customers better experiences. Implementing this concept before you hire a massive sales team is the ideal situation. This will allow you to scale your sales team and scale the technology supplements at the same time, yielding higher profit margins than you would have otherwise seen.
---
## Call Center Digital Transformation: Looking Head to Automation and AI
URL: https://aktify.com/blog/call-center-digital-transformation · Published: 2021-07-01 · Category: AI & Automation
The general strategy and technologies behind call center sales has not progressed as quickly as other areas or even as the products being sold by these centers. While cars can now charge on a wall and then proceed to drive themselves around the country, we still get a lead from a form fill and dial their number until either the customer answers or the rep gets exhausted and quits, the same way we did this 10 years ago.
This has to evolve.
The long-needed transformation of the industry is starting to take shape and here is what you will need to know.
There are two big areas where transformation will absolutely need to take place - the rep experience and the customer experience.
***The Rep/Agent Experience***
Agents come into work day-in and day-out to hop on the phone and start dialing. They knew they would be doing this when they applied for the job right? Right. They can take rejection and unresponsiveness the majority of each day without getting exhausted right? Wrong!
Although reps knew they would be calling each day and were measured on a quota, they did not expect to primarily handle leads that never respond and rarely have conversations they are longing for each day. You don’t have to read between any lines to realize this is exhausting and will lead a person to leave their job to look for something more rewarding and exciting.
In the end, this process, which has been around for decades with only incremental improvements, not only hurts the rep, but even more so the company. Between hiring, training and ramping, the company sees huge losses only to hire someone to go through the same process.
The transformation that has started to happen here revolves around automation. Reps should only take on responsive, quality leads that are ready to have a conversation. Obviously, you need a large quantity of quality leads to make this happen. This is where the unresponsive leads come into play - they should be going through automated outreach sequences in all channels. It’s 2021 - these automated communication channels should sound human, be able hold basic conversations and be able to set up appointments at scale.
This allows the reps to focus on quality leads, have in-depth conversations and close more revenue. Everyone wins.
***The Customer Experience***
Currently, the customer experience goes something like this: customers come to a website, fill in their information while they are interested and then proceed to forget about the product that had caught their attention for that brief moment of time. The sales rep (mentioned above) sees this as a “hot lead” and reaches out. This customer then gets calls each day from an unknown number which sometimes shows up as “Potential Spam” on their phone - an easy call to ignore. This is not a good experience.
The first piece of transformation coming about on the customer side is a heavier reliance on texting. With the world being glued to the screens of their phones more than the speakers of their phones, texting has become the way we prefer to communicate. It’s easily done in a meeting, in a class, on a crowded train and anywhere else. The recipient of the message is able to determine, based on the content, whether or not they want to answer yes or no to a meeting and it doesn’t have to be a long conversation.
The other piece of transformation that is taking place before our eyes on the customer experience side is a combination of automation and texting. As you [automate the reach out and use text messaging to do so](https://aktify.com/why-aktify), you have the opportunity to sound even more human than your reps.
Ironic, right? Reps often sound like robots and technology is sounding more and more human. Representatives from your company that regularly talk to customers may sound repetitive and tired because they have said the same things over and over throughout the day. Using automation, especially AI, leaves no room for exhaustion. An automated message can sound as cheerful after the 3000th call or message as it did on the first.
The managers can have control over the messaging and the communication to give the customer a better conversational experience than an outbound rep might.
All of this should not sound scary. It is not meant to replace a rep or do a rep’s job for them. It is simply a transformation to use the technology we have available today to be effective at scale. Leveraging the [automation and AI combination](https://aktify.com/ebook-prospect-activation) allows us to increase the quality of our reps’ work life and at the same time, improve the experience our customers have. As if those two improvements were not enough, additional revenue is inevitable with the transformations that lie ahead.
---
## TCPA Compliance: Add These Words to Your Lead Form
URL: https://aktify.com/blog/tcpa-compliance-add-these-words-to-your-lead-form · Published: 2021-06-22 · Category: SMS & Compliance
Communication is key, especially with customers and prospective customers - but you already knew that.
You communicate with your customers in a variety of ways - email, website, face-to-face, phone calls and even texting is becoming more prevalent.
If you’re not using texting in sales, you’re missing out on a channel that can be more effective than email or phone calls. Texts are rarely missed or deleted and they are more familiar to younger generations than any other channel.
There is a catch to using texts in business, however. You need to have prior consent before messaging someone’s personal phone.
The Telephone Consumer Protection Act (TCPA) requires a business to receive consent before calling, texting or delivering a voice message to a prospect’s or customer’s phone.
If you look through your current database, how many contacts have given you consent to call or text them? Do you know? If you are like most companies, the answer is very few. This means if you wanted to start using SMS texting in the sales outreach process tomorrow, you would not have a wide audience to use it on, if any.
Even if you are not planning on using any kind of texting service tomorrow, you need to plan ahead and add opt-ins to your lead forms now, so that when you are ready to use texting down the road, you are well prepared and have a large quantity of opt-in leads.
To be compliant, you need to clearly state that the person filling out the form understands that they are opting into automated texts and calling. A couple of examples are:
*By clicking ‘Submit’ I agree by electronic signature to be contacted by through a live agent, artificial or prerecorded voice, and automated SMS text at my residential or cellular number, dialed manually or by autodialer, and by email.*
*By clicking, I am providing my electronic signature expressly authorizing to contact me by email, phone or text (including an automatic dialing system or artificial/pre-recorded voice) at the home or cell phone number above. I understand I am not required to sign/agree to this as a condition to purchase.*
Automated reach-out services in sales and customer support are becoming more commonly used. As technology continues to advance and automated texting is more widely-used in business, it will be those who implemented this easy opt-in section that will reach a wider audience, and in turn, close more deals.
At Aktify, we talk to marketing and sales professionals who wish they had added this to their lead form years ago, so they could be more effective now. If you add this to your forms today, there is no doubt you will be grateful you did in the future.
---
## Tanya Ludwig: Rushing in When Others Flee
URL: https://aktify.com/blog/tanya-ludwig-rushing-in-when-others-flee-1 · Published: 2021-03-31 · Category: AI & Automation
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
Tanya Ludwig, Aktify Director of HR and Talent Acquisition, describes herself as a girl-nerd and hobbyist software developer. She’s also a self-proclaimed adrenaline junkie and has the battle scars from past surgeries and broken bones to prove it.
“I love to go fast,” she says.
Ludwig doesn’t stop when most people would hesitate. Early in her career, she worked as a police officer, firefighter, and EMT. She rushed in to give aid even as others fled.
> I was always meant to help others."
Though she no longer works in law enforcement, Ludwig has still found a way to help others. She asserts her background matches her quintessentially for her role at Aktify.
“Aktify empowers me to do that which I love: supporting employee’s growth and development, organizational design, serving as an executive coach, and fine-tuning management skills with analysis and feedback,” says Ludwig.
She is recruiting top talent, ensuring the best benefits available, and refining a culture from the ground up. Her mission is to create “an environment in which “Aktifiers can thrive amid rapid growth and change.” And she believes “Aktifiers” are among the most talented in the world.
“The people of Aktify are building the world’s most advanced conversational AI,” she says. “It is a privilege and honor to be responsible for hiring people and building its culture.”
Looking forward, Ludwig hopes to diverge from traditional HR confines. And she revels in the hunt for software engineers, data wranglers, and NLP experts. Her passion for technology and dedication to excellence fuels it all.
“I want Aktifiers to feel empowered to become the best versions of themselves,” she says. “Together, we will master productive conversations at scale. It is not rocket science. It is DATA SCIENCE!”
---
## What Is AI and How Does It Work?
URL: https://aktify.com/blog/what-is-ai-and-how-does-it-work · Published: 2021-03-30 · Category: Industry Insights
In our business, we talk about artificial intelligence (AI) often. We tell you how our AI system will answer your prospects’ questions, follow up with them, and connect them with a live sales rep. AI can even reactive your old leads and schedule meetings with them.
Sometimes our clients are curious to understand the science behind the magic and ask, “What is AI, and how does it work?” If this describes you, let’s explore this topic together.
## What Is AI?
Artificial intelligence can refer to a [computer system](https://builtin.com/artificial-intelligence) that can do work that humans have done in the past and the complex techniques that computer scientists use to give human-like abilities to machines.
Some AIs are developed through machine learning or deep learning systems, which allow them to grow independently. But an AI system can also be programmed with rules that govern its behaviors.
## A Brief History
A [classic textbook on AI](https://builtin.com/artificial-intelligence) states that there have historically been four goals of AI programming, which are to give computers the ability to:
1. Think in human ways
1. Think in rational ways
1. Act in human ways
1. Act in rational ways
Researchers first started [using the term “artificial intelligence” in 1956](https://sitn.hms.harvard.edu/flash/2017/history-artificial-intelligence/). They worked to find ways to explain problems to computers, get them to solve them, and imitate human neural networks.
By the 60s, the US Department of Defense was working on making computers think rationally. In the 70s, the government also used computers to map streets. By 2003, personal assistant software was created.
The possibilities for AI today are even greater. There is more data available for AI systems to draw on. Plus, better algorithms (formal, repeatable processes) have been developed, and computers are faster. Finally, machine learning and deep learning are allowing AI systems to improve themselves.
## Artificial Intelligence and Machine Learning
AI scientists train machines to successfully complete tasks that humans can do. One method to accomplish this is to code, or program, a set of instructions for every situation. Whenever a new situation comes up, the programmer inputs new instructions to cover it.
But a more advanced approach, which is one area of AI science, is called machine learning, a way of letting the machine create new codes and rules itself.
When developing AI through machine learning, programmers give the AI several examples of a task and let the machine learn from them. To improve its own algorithms, the system then repeats many cycles of learning, which may include:
1. Collecting more data from examples
1. Testing those examples in new situations
1. Receiving feedback
1. Improving algorithms using that feedback
1. Seeking even more improvements by collecting more data, and so on
This style of AI development is feasible today, thanks to enormous volumes and diversity of data available for AI systems to use.
## **How AI Works**
The power of current AI systems is built on technologies such as:
- **Neural Networks: **A system of artificial, interconnected “neurons” that work together to find patterns and solve problems.
- **Machine Learning: **A method of programming AI that allows the computer to learn from data.
- **Deep Learning: **A more [advanced form of machine learning](https://www.zendesk.com/blog/machine-learning-and-deep-learning/#:~:text=To%20recap%20the%20differences%20between,intelligent%20decisions%20on%20its%20own) that creates layers and patterns of algorithms to make better decisions and is used in speech recognition and other applications.
- **Computer Vision: **An AI ability to accurately identify the content of images and videos.
- **Cognitive Computing: **An area of AI research that seeks to make computers speak naturally with humans.
- **New Algorithms: **New processes are constantly being developed that help AI systems analyze data and make decisions in even better ways.
- **Application Programming Interfaces (APIs): **Software go-betweens that allow AI functions to be added to current products.
- **The Internet of Things (IoT): **Devices that provide data through the internet, which AIs can then analyze.
## How AI Is Used
In real life, AI is not like in the movies. Engineers don’t try to create artificial life. Instead, they try to perfect an AI’s performance in certain tasks or roles, such as:
- **Self-driving cars:** Machine learning systems can scan their environment and react to the world around them through features like predictive breaking.
- **News readers:** A consumer can ask a system to read, for example, the news plus their stock numbers, and the AI can both read the relevant items and give a brief analysis of them.
- **Retail: **Software can improve inventory management and store layouts, as well as give personalized shopping assistance to consumers.
- **Health care: **AI can accurately read medical scans and provide important health-related reminders to patients.
- **Banking: **AI can calculate credit scores quickly, manage large amounts of financial data, detect fraud in transactions, and avoid data entry mistakes.
- **Manufacturing: **A modern factory can connect many of its machines and items through a wireless network, and an AI can use that data to predict future needs.
We don’t need to worry that AI will take over all our jobs. Instead, we humans create these task-oriented AI systems to multiply our own productivity. When an AI helps us make fewer data-entry mistakes or predict our fastest workflows, it simply makes our work more effective and frees us up for more complex and enjoyable tasks.
## Why Is Artificial Intelligence Important?
Industries that don’t currently use AI might see great strides forward as they adopt it. For example, some industries are not using the power of analytics to improve their efficiency or to find new insights. AI could help them make faster decisions and innovate.
AI might also help connect more people with each other. Systems can now recognize and translate human speech into different languages and dialects. This can allow faster communication, which might even help some people rise out of poverty as they join the global community.
AI can make certain vital processes more accurate. When we perform online searches for information, powerful algorithms can find what we need, even when data is stored on computers in other countries. Or AI can accurately identify the shape of cancer on a medical scan. Such feats of concentration and accuracy enhance the work of human employees and entrepreneurs.
## Future Challenges
Just like each human, every AI system has limitations. The main one is that today’s AIs have all been created just to complete certain tasks. They don’t have a general intelligence. A program that plays chess can’t also organize a factory floor. An AI that coaches medical patients can’t also sell medical devices.
Second, AIs can only work with the data they are given. Machine learning systems are developed using data and examples, so if the data is flawed, the resulting system will incorporate flaws into its design. There may even be [undetected prejudices](https://hackernoon.com/the-missing-pieces-6-limitations-of-ai-s85r3upr) in the data.
Finally, no AI is truly independent. They are bound to certain tasks and environments. Although they’re much better at analyzing complex data than they were in the past, they cannot truly grow into new areas or become something else than we have created them to be.
## How Do Marketers Use AI?
A businessperson may dream that someday, an AI could conceive of a marketing campaign, set it up, execute it, and bring in sales—all on its own. But the reality is that humans still decide how to market, buy advertising space, test messages, and so on.
However, AIs are great at connecting consumers with businesses that meet their needs. They can run in chatbots to quickly answer questions. Also, search engine AI decides which businesses, ads, and maps to display when someone performs a search.
This means you need to have relevant information and a stellar track record in place to impress visitors when the AI shows them your ad or website. Make sure to pay attention to any changes announced about your favorite search engine so that a new algorithm won’t punish your messaging.
In summary, what Is AI, and how does it work? AI systems take care of certain tasks that require great memory, extreme focus, pattern recognition, data analysis, and other tasks. It can help improve aspects of any industry, including yours. If you’re not taking advantage of some machine learning systems in your business, take steps to find out how you can use AI to accelerate your success.
---
## Lexie Lund: The Art of Selling Conversational AI
URL: https://aktify.com/blog/lexie-lund-the-art-of-selling-conversational-ai · Published: 2021-03-29 · Category: AI & Automation
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
Software sales might seem like a cut-and-dried numbers game. But for Lexie Lund, Aktify business development rep, sales is anything but basic.
“Sales equals highs, lows, hidden treasure, and wild cards,” she says.
> Being in sales is being in a pressure cooker."
Lund is up to the task. She thrives under pressure.
“The constant challenge is a powerful driver of my creativity and dynamic learning,” she says. “Every day in sales, my goal is to have meaningful conversations and add value for people. It’s a pretty cool job when you think about it like that.”
According to Lund, a sales gig can be fun. However, it’s the product that largely determines how enjoyable the role is.
“Aktify is an innovative, relevant, and flexible solution,” says Lund. “To be blunt, our AI is just plain sexy. Everything about Aktify—from the simplicity of implementation to our perfectly aligned performance-based pricing—makes us a no-brainer in the eyes of our customers.”
Product quality is only one aspect of sales enjoyment. For Lund, another significant factor is the people building and selling it.
“Aktify’s team is made up of some seriously brilliant, funny, and kind-hearted people who I look forward to seeing every day,” Lund says.
Lund doesn’t just help Aktify on the sales front. There’s a bit of her helpful, friendly approach to sales conversations within the company’s conversational AI.
“I’m a believer that new technology creates more opportunities for humans. Not less,” she says.
Lund looks forward to playing a role in the future of AI. She hopes to uncover practical, real-world applications for the technology.
“Aktify has already proven that AI can effortlessly solve small problems, on a large scale,” says Lund. “Our clients already see that positive impact, and we’re still just getting started.”
---
## Candace Jones: Organizing Chaos Amid Rapid Growth
URL: https://aktify.com/blog/candace-jones-organizing-chaos-amid-rapid-growth · Published: 2021-03-25 · Category: Industry Insights
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
In less than a year, Aktify has grown its team by more than 600%.
To combat the frenzy that comes with massive growth, the company relies on Executive Project Manager Candace Jones.
“Watching a team grow from ten to thousands of people within a company is something that has always intrigued me, and I love being a part of the organized ‘chaos’ of it all,” says Jones.
She is a skilled project operations manager in the tech services industry. Her experience stretches across sales, events, marketing strategy, budget management, and procurement. Before Aktify, she lent her talents to Aptive, Google Fiber, and Entrata.
“Over the years, I have gained invaluable insight from being involved with the operations, marketing, strategic growth, and acceleration in different booming organizations, and I saw Aktify as the next rocket ship, ready to launch.”
At Aktify, Jones manages projects related to finance, legal, and marketing. Additionally, she’s involved in the strategy and direction of the company.
“My goal is to contribute to this growth and keep things running smoothly and effectively, like a well-oiled machine.”
Jones also heads up Aktify Serves, the company’s humanitarian initiative. She has rallied the team to benefit homeless shelters, domestic violence victims, and refugee families.
Aktify’s promise to drive change in the world with AI, [one conversation at a time,](http://aktify.com) excites Jones. But what inspires her even more, are the people behind the product.
“That’s the special sauce,” she says. “We work to play and play to work even harder to create something magical. Aktify’s core values instantly resonated with my true north and my WHY behind what I do. "
> Humble, hungry, smart are just some of the values Aktify encompasses in our culture, and the employees here exemplify that extraordinarily. I couldn’t be more excited to be a part of this team!”
---
## Amanda Peeler: Empowering Others to Solve, Build, and Achieve
URL: https://aktify.com/blog/amanda-peeler-empowering-others-to-solve-build-and-achieve · Published: 2021-03-24 · Category: Company News
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
Aktify advisor and board member Amanda Peeler wants to buy car insurance at 2 AM. In bed.
“I can’t be the only one,” she says. “My days are busy enough without interruptions from sales teams pitching me their products and services at the most inconvenient times.”
Peeler chose to be involved with Aktify because she is slightly obsessed with improving efficiency and ease of communication between brands and consumers.
> “Empowering consumers to communicate with salespeople on their terms is a mission worth committing to.”
Peeler has a recipe on how to create productive people. It requires a blend of discipline and unique opportunities for significant challenges, creativity, and growth, she says. She and her husband, Aktify founder and CEO Kreg Peeler, apply this idea at both work and at home with their five children.
“Our collective experience in the world of startups has taught us this lesson repeatedly: resilience, creativity, and self-discipline deliver success,” she says.
One night, her ten-year-old son wrestled with a multilayer software installation on his computer. After his panic and tears subsided, he offered a casual remark to his parents:
“I’m so glad you guys don’t just jump in and solve everything for me,” Peeler recalls. “You ask us the right questions and make us figure it out for ourselves. I know I learn more that way, but it’s really frustrating sometimes.”
Peeler feels the same way about the [Aktify team](http://aktify.com/careers).
“We hired an elite team of geniuses, showed them a big vision and the intertwined challenges, then freed them up to solve, build, and achieve more than any of us could individually or with micromanagement,” says Peeler.
“It’s been an incredible journey thus far, and I know we’re just getting started.”
---
## How to Get Home Improvement Sales Leads [10 Ways]
URL: https://aktify.com/blog/how-to-get-home-improvement-sales-leads-10-ways · Published: 2021-03-23 · Category: Lead Generation
Chances are that in your area, right now, there are potential customers who are ready for a home improvement and are actively searching for a provider. But do you know how to get these home improvement leads into your sales funnel and keep them there when competitors offer services similar to yours?
The techniques below will help you connect with more prospects who are already interested in your services. As you read this, they might be entering an internet search about “updating my kitchen” or “installing new windows.” You can learn how to capture those home improvement sales leads and turn them into customers.
## 1. Connect With Ideal Customers on Social Media
Find the platform where your best potential customers spend time online and interact with them there, particularly when they’re searching for home improvement ideas or answers. This may be a general platform like Facebook, but it might be an online community like Houzz on which you can give helpful answers to current questions posted by community members.
## 2. Use Door Hangers
While you are at a job site, distribute door hangers at all nearby residences. Because you have already worked in that neighborhood—and parked your vehicle with your logo on the side there—your credibility should be higher than elsewhere. Include a special deal on each door hanger and a unique code that lets you track the area where you placed it.
## 3. Send Postcards Offering Free Appointments
When a prospect does not yet know or trust you, you need a way to make the initial introduction and get them to commit to small actions. A free consultation helps you bring prospects in, discover their needs, offer additional services, and put their information into your system. Send postcards to your ideal neighborhoods with your offer.
## 4. Stand Out on Bargain Sites
Bargain websites, such as Groupon or LivingSocial, connect customers with businesses that offer special deals in their area. Use them to connect with customers who are actively searching because they want to make a purchase. Get ahead of your competition by offering deals on such a site, choosing one that has the right look and tone for your business and customers.
## 5. Improve Your Pay-Per-Click Advertising
With pay-per-click (PPC) advertising, you can display small ads when prospects perform online searches on certain keywords or phrases. If you use PPC, write down every possible term that prospects might be searching, including searches not directly about your service. For example, if you install new windows, look into using “new window price” as a keyword. Also, update the region for your PPC campaigns to display only in your immediate area.
## 6. Send Email Newsletters
Start sending a free, regularly-scheduled email newsletter and mention it everywhere you can—in your advertisements, on your website, and so on. Send it only to those who sign up for it. In newsletters, you can include pictures of recent projects with testimonials. You can also answer frequent questions, mention projects for each season, and include any other useful information you can.
## 7. Ask Your Customers for Referrals
Complete quality work, then ask your satisfied customers if they can give you a reference to someone who needs your services. Prospects want to work with a small business they can trust, which makes your positive, happy customers some of your best home improvement lead sources. If you haven’t been asking for referrals all along, you can still contact past customers and request them.
## 8. Build Your Reputation Through Online Reviews
When a job is completed well, tell your customer about an important, relevant third-party review site, and request a short review there. In addition, build your credibility by showing off your positive online reviews on your advertisements, social media, and web pages. And inform customers early on that reviews are vital to your business so that they might be more likely to write you one later.
## 9. Advertise Your Financing Alternatives
If you can offer your prospects financing, such as low-interest loans or payment plans, many will be more likely to purchase larger projects—or any project at all. Even prospects that appear to be wealthy may need these options, so prominently display and explain them on your website. Mention financing on flyers, business cards, social media posts, and elsewhere.
## 10. Pay for Leads
It’s possible to pay a third-party provider for home improvement leads. But be vigilant, reviewing the quality of every lead. Find out if your lead provider is sending the same leads to your competitors. Also, when you can’t handle any additional work, pause your lead service to conserve your marketing dollars.
Successful small businesses research how to get home improvement leads and then practice just a few techniques that seem well-suited to their business. Find out which of the above performs best for you. You might need only one to three methods to bring you all the business you can handle. So, find the ones that work for you, and commit to mastering them.
As you start enticing more leads to contact you, consider taking advantage of technology to respond to and qualify those leads, like Aktify’s AI-powered[ ](https://aktify.com/small-business-services)[small business services](https://aktify.com/small-business-services). Your firm can deploy AI agents that immediately answer your prospects’ questions. These conversations sort the very interested from the merely curious, follow up with prospects, re-active old leads, and can even make appointments. When the system transfers a lead to a live agent, that prospect will be pre-qualified to be converted to a home improvement customer.
---
## Savannah Morgan: Improving Sales Calls, One Conversation at a Time
URL: https://aktify.com/blog/savannah-morgan-improving-sales-calls · Published: 2021-03-19 · Category: Industry Insights
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
Change doesn’t happen overnight. But change accelerates when there’s a mountain of evidence supporting its cause.
Savannah Morgan, Aktify QA specialist, is building her mountain, one phone call at a time. At Aktify, she listens to recorded phone sales conversations and identifies issues. Then, she delivers recommendations on how to make improvements.
> “I find that QA has a natural problem-solving aspect that requires patience and a passion for improvement embedded into its routine”
Morgan has consistently recognized the importance of gathering data to improve quality. When she received her first coaching evaluation, she knew it was there to help her. The score and comments outlined areas for improvement.
Gathering relevant data is a tedious process. But for Morgan, it’s an essential step in effecting change. She’s interested in improving methods for both individuals and companies as a whole.
“I use QA to enhance existing processes and create new processes,” says Morgan. “Sometimes gathering data to make changes or to find patterns may take time, but the end payoff is always worth it,” she says.
Her investigative work has improved the outlook for many companies. Her findings and recommendations have a direct, positive impact on revenue.
“I hope to be able to use my QA skills to better the experience of using this great technology for the users, the clients, and our own team.”
---
## 7 Steps to Get Creative with Your Selling Process
URL: https://aktify.com/blog/steps-of-creative-selling-process · Published: 2021-03-16 · Category: Industry Insights
Even for the most experienced sales professionals, turning a lead into an actual sale is never easy. It requires some quick thinking—and some real creativity. How can you amp up your creativity in sales to see actual results? It all starts in your selling process. No matter what you’re selling, a creative selling process will help you convert leads and move potential customers through the sales funnel.
All selling follows the basic set of seven steps of the creative selling process. This process of the sales life cycle is tried and true, but it always helps to know how to best implement it—and when to break it. This guide to the seven steps of the creative selling process will help you up your selling game and get real results.
## What Are the Steps of the Creative Selling Process?
This seven-step creative selling process is the bread-and-butter of any successful sales professional. It can be applied in a variety of industries, including both B2B and B2C. These steps will help you find customers, close the sale, and keep more business coming down the pipeline.
### Step 1: Prospecting
This is the first of the steps of the creative selling process. The goal at this point is to get things started by finding potential customers—that involves determining if a customer or client could benefit from what you’re selling and if they can afford it. This determination process is called qualifying. Before any sales lead converts into an actual buyer, you’ll need to find and qualify many buyers in the hopes that at least one will go through the sales funnel to the end.
In a B2B industry, prospecting may involve researching companies online and in business directories to find clients who could benefit from your product or service. In your conversation with a point person at this company, it may become clear that while the company could benefit from your product, they are undergoing some financial strain. At that point, it is best to move on to a more qualified prospect who has both interest and financial means to pay.
### Step 2: Preparation
Once you’ve identified qualified potential customers, the next step is to prepare for the initial pitch by doing some research. A sales pitch should never be a one-size-fits-all gig—for best results in the creative selling process, customize each sales presentation to each potential customer. Familiarize yourself with the customers’ needs, background, and industry. Come prepared with specific ideas for how your product or service can help.
### Step 3: Approach
It’s time for your first official contact and sales pitch with a potential client. First impressions are meaningful, so take the time to make a good one so you can build trust and rapport with a client. Focus on this relationship-building before getting into the pitch, getting into some small talk and introducing your background. Try approaching the sales pitch by asking a question that may lead to offering your product as a solution, or offering services as a gift or opportunity for the client to evaluate your services.
### Step 4: Presentation
The goal of the presentation is to demonstrate how what you are selling meets the needs of your potential client or customer. This is where all of your research and preparation pays off—by the time you get to this stage, you have a good knowledge of your customer’s needs and have built some trust with them. The presentation will be tailored exactly to these needs. If you are a real estate agent working with a growing family, you won’t show them a small condo on a busy street, but a single-family home near a good school. The presentation will explain how what you are offering meets the needs of your individual client. But avoid a monologue—ask questions and respond to their comments.
### Step 5: Handle Objections
When a person is listening to a sales pitch, it is natural for them to think of reasons they don’t need or can’t afford your product or service. They will have concerns and questions regarding anything they aren’t familiar with using, especially when it involves a serious investment. The key is to listen to the concerns your client brings up—don’t abandon the sale after one, two, or even three objections. All customers will have them, so be prepared and willing to discuss their objections and help come up with solutions. Objections aren’t deal breakers, but opportunities to be creative: use them as a chance to further respond to customer needs and show them why the product or service is so valuable.
Be prepared for objections connected to competitor offerings, timing of the offer, cost, and resistance to change. In responding to objections, you may draw on comparison to competitors, statistics, and case studies. If a customer is concerned about the price of a software package, or seems reluctant to let go of a familiar system, for example, you can show a demo, compare competitor prices, and offer a free trial. If a client is worried about the timing of purchasing a timeshare at a resort, offer a limited-time deal. If a potential gym member is worried about the price or likelihood of attending regularly, point out the features and related cost savings bundled into the membership fee. The skill with which you handle objections can make a big difference in whether or not you can clinch the sale.
### Step 6: Close the Sale
Once your potential client or customer understands how what you are selling can benefit them or their company, and you’ve thoroughly addressed their concerns, it is time to close the sale. This is the point where contracts are drawn up and clients sign on the dotted line. Sometimes the closure will happen in the same conversation as the initial approach and presentation, but often you may need to make several attempts at closing the deal before a client feels ready to buy. To help clients make up their minds faster or feel more comfortable making a decision, add some urgency by putting a time limit on the offer or throwing in a freebie, such as a free month of service.
### Step 7: Follow-Up
No, your job as a sales professional is not quite done yet. The last of the steps of the creative selling process is to follow up with your client, even if you’ve passed them along to the implementation team. A follow-up can be as simple as a thank-you note or phone call to check how things are going. A gift is always a nice touch—a realtor might send clients a pass to the local zoo near their new home, for example. Keeping an ongoing relationship with customers builds opportunities for repeat buys and new customer leads, plus strengthens the reputation of your company.
## What Are the Stages of the Sales Cycle?
What is the sales life cycle? It is the process, or cycle, every sale needs to go through, bringing a potential client all the way to the buying and following up stage. To review, the stages of the selling cycle, described above, include:
- Prospecting
- Preparation
- Approach
- Presentation
- Handle Objections
- Close the Sale
- Follow-up
As a sales professional, following the steps of the creative selling process will help you connect and build trust with customers and clients, successfully converting leads into sales, no matter your industry.
---
## Cassandra Darley: Enhancing Right Brain Thinking in Conversational AI
URL: https://aktify.com/blog/cassandra-darley-right-brain-thinking-for-conversational-ai · Published: 2021-03-12 · Category: AI & Automation
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
Cassandra Darley, Aktify AI product manager, is a skeptical consumer. She rolls her eyes at mass emails, unintelligent chatbots, and robo dials. But she’s convinced automated systems don’t need to be so tedious.
“Businesses just haven’t yet figured out better ways to apply the incredible power of technology to the right use cases,” says Darley. “The way many businesses use technology today would probably look like ancient people using the first wheel for a frisbee.”
Darley is ready to tackle the challenges of bringing machine learning to the market. She points out that businesses and consumers are just beginning to adopt AI tools into daily routines.
“We are in the infancy,” she says.
Conversational AI is the perfect sandbox to showcase Darley’s blend of technological prowess and creative flair. She’s a skilled violinist and former member of the alternative folk band, St Boheme. And she’s no stranger to language syntax and editing, having earned her B.A. in English from the University of Utah.
She believes data scientists, engineers, designers, product managers, and end users can all learn together in this setting.
Darley views Aktify as the team best poised to master [conversational AI](https://aktify.com/). It’s a collective mind, she says, composed of experts from diverse fields, focused on a specific opportunity.
“Dialogue will replace most technological interfaces we use every day. I’m excited to personally find small ways to make technology more intelligent and helpful.”
---
## Ashley Wilson: Infusing Neuroscience Into Conversational AI
URL: https://aktify.com/blog/ashley-wilson-infusing-neuroscience-into-conversational-ai · Published: 2021-03-09 · Category: Industry Insights
***In honor of Women’s History Month, we are highlighting the women of Aktify. Their contributions are creating the world’s most advanced conversational AI.***
> Why do people do what they do? What are the underlying biological mechanisms that produce different behaviors?
These questions fascinate Ashley Wilson, PhD and Aktify AI product manager. In fact, this interest launched a 10-year journey through academic neuroscience research.
Wilson earned her BS in neuroscience at the University of Rochester. Her studies included examining sensory processing in people with autism. Wilson’s research continued at Johns Hopkins. Here, she investigated genetic and cellular links of psychiatric diseases.
In 2019, Duke University awarded Wilson a PhD in neuroscience. As a student and postdoctoral researcher, she studied biological mechanisms of decision making. She explored how the brain processes visual information. It changes depending on what a person is attending to, she notes.
“I like to use the example of a stoplight,” Wilson says. “You react differently to a red light, depending on whether you are a passenger or a driver. You are attending to different things in your environment, even though the red light hits your eyeballs in the same way.”
For her research, Wilson's team monitored neuronal responses in mice as they performed visual tasks. The experiments created complex decision-making datasets, which she rigorously analyzed.
Wilson brings her meticulous research approach and decision-making expertise to Aktify. She is now working on conversational AI products to improve the customer sales experience.
“I chose to leave academic research for an exciting opportunity at Aktify to contribute research around how people communicate with AI, and to help build something truly amazing,” says Wilson.
Her research is making AI conversations as empathetic and productive as possible.
> “I believe the depth of what we can learn from our conversational data will have a big impact on the future of conversational AI."
So why do people do what they do?
Wilson's quest to find definitive answers may never end. But her scientific approach to user research is making a mark on Aktify's AI history. It is our privilege to work with her.
---
## Top 8 Higher Education Marketing Trends in 2021
URL: https://aktify.com/blog/top-8-higher-education-marketing-trends-in-2021 · Published: 2021-03-03 · Category: Industry Insights
Higher education marketing trends are always evolving, but at the beginning of 2021, the landscape looks *drastically* different than it did 12-18 months ago. The COVID-19 pandemic has changed the world as we know it, and the most successful higher education institutions are quickly adapting their marketing strategy to fit the times.
So what are the top higher education marketing trends for 2021? Check out our ultimate guide to see what your organization should adopt in the new year.
**1. Connect with Prospective Students on Social Media**
Social media use has been on the rise for more than a decade. But recently, platforms like Facebook, Instagram, and Twitter saw a sharp spike in usage, as people across the world spent more time at home than ever before. According to Statista, [over 40% of consumers](https://www.statista.com/statistics/1106498/home-media-consumption-coronavirus-worldwide-by-country/) spent more time on social media and messaging services like WhatsApp starting in March 2020.
Many higher education institutions are taking advantage of this trend by connecting with prospective students via social media. So get out there—launch an Instagram campaign, host a Facebook Live Q&A, or answer questions on Twitter.
2. **Embrace the Inbox** **(Over the Mailbox)**
Embrace the inbox over the mailbox in 2021 by sending personalized marketing messages that spur students to take action. Your efforts are sure to pay off: Studies show that every $1 spent on email marketing results in [an average return of $38](https://www.digitalstrike.com/blog/email-marketing-roi/).
Paper mail is a turn-off to the growing number of students making an effort to go green. [About half of consumers](https://www.fooddive.com/news/consumers-still-care-about-sustainability-amid-pandemic-report-finds/576682/) say the COVID-19 pandemic has made them even *more *concerned about the environment. And since most students are connected to their mobile phone at all times, [email is a more convenient and immediate way to connect](https://aktify.com/blog/2-types-of-marketing-funnels).
**3. Address Students’ Concerns**
In these uncertain times, many students are worried about finances, their future career path, and the immediate challenges of the COVID-19 pandemic. Show that your institution is in tune with your student base by addressing these concerns in your marketing strategy. By offering sympathy and solutions to relevant problems, you’ll increase conversions and build trust with your target audience.
**4. Be Transparent**
Today’s [students want more transparency](https://www.voanews.com/covid-19-pandemic/students-ask-more-transparency-during-pandemic) from higher education institutions. In fact, [86% of Americans](https://sproutsocial.com/insights/social-media-statistics/) believe transparency on social media is more important than ever. And if they don’t think an organization is being transparent? They’ll head to a competitor that delivers more of what they’re looking for.
Many students are skeptical of marketing campaigns, and being transparent will help ease their minds and concerns about your institution’s motives and values.
What does transparent marketing look like? Here are a few examples:
- Explain what happens when someone fills out a contact form.
- Answer difficult questions.
- Admit mistakes.
- Give a behind-the-scenes look at the institution.
**5. Create Engaging Video Content**
From TikTok and Snapchat to a video-focused website, engaging video content should be an important part of your marketing strategy in 2021. [Video content consistently boasts higher engagement](https://www.lemonlight.com/blog/67-video-marketing-stats-you-need-to-know-for-2021/) rates than photo or text content, meaning you’ll get a greater return on investment by producing this type of content for your social media platforms, website, email marketing, and more.
How can you add more video to your marketing strategy? Consider profiling students on your Instagram Stories, giving students a campus tour on your website, or producing daily Q&A videos for TikTok.
**6. Embrace Texting (Over Calling)**
Students are busier than ever, and many shy away from answering phone calls from numbers they don’t recognize. If you really want to connect and garner a response from prospective students, turn to texting.
SMS is a crucial part of any relevant marketing strategy in 2021. Conversational AI software like Aktify allows you to automate and personalize messages to thousands of prospective students at once. You can streamline your sales approach and boost conversions by harnessing the power of technology.
**7. Provide Quick &** **Easy Answers**
Where do prospective students go to get answers to questions about your institution? Do they have to navigate a complicated IVR system or wait days for an email response? If so, it’s time to switch up the way you provide information. In 2021, your institution needs an FAQ page that is robust and intuitive, allowing students to quickly find the answers they seek. Better yet, you can use SMS services to answer common questions via text message.
**8. Personalize Content**
No two students are exactly alike—meaning your marketing shouldn’t be, either. Higher education institutions are investing in personalized marketing messages that cater to niche audiences. You can jump on the trend by sending out custom messages depending on where a lead is in the sales cycle. Target your emails, recommend services based on browsing history, or market based on location.
This trend offers impressive returns: personalization engines can help [boost profits by up to 15%](https://insights.newscred.com/infographic-content-marketing-personalization/#:~:text=For%20content%20marketers%2C%20personalizing%20content,a%20key%20content%20marketing%20tactic.). So if you’re ready to increase engagement, leads, and conversions, start considering personalization as a key part of your marketing approach.
## Optimize Your Higher Ed Recruiting Today
Now you know the top higher education marketing trends for 2021. So how will you apply them to your strategy? It’s easy to get overwhelmed thinking about how to take action, but Aktify can help. Our [conversational AI software for higher ed](https://aktify.com/higher-education) takes the stress out of sales by streamlining your approach, saving you time, and increasing ROI.
Aktify embodies all the latest marketing trends by enabling you to send personalized, automated text conversations to prospective students. We’ll communicate only the most qualified leads, send follow-up texts, and even schedule appointments for you.
[Request an Aktify demo](https://aktify.com/get-demo) to see how our AI-powered virtual sales agent can optimize your higher education recruiting today.
---
## LinkedIn Lead Gen for B2B Sales & Marketing Teams
URL: https://aktify.com/blog/linkedin-lead-gen-for-b2b-sales-marketing-teams · Published: 2021-02-25 · Category: Industry Insights
LinkedIn may not be known as a social media behemoth like Facebook and Instagram, but this professional network still boasts an impressive [740 million users](https://news.linkedin.com/about-us#Statistics) around the globe. More than 50 million companies are listed on LinkedIn, and that number is surging as more companies rely on digital marketing strategies.
As of 2021, [96% of B2B content marketers](https://contentmarketinginstitute.com/2020/09/b2b-industry-benchmarks-budgets-trends-research/) are using LinkedIn to bring in new leads. Has your company linked into the trend?
If you’ve never tried using LinkedIn to find new clients, you may have a lot of questions. Why should you use LinkedIn for lead generation in B2B? Is LinkedIn good for lead generation?
Check out our guide to learn everything you need to know about the most effective LinkedIn B2B marketing strategies.
## **Is LinkedIn Good for** **Lead Generation?**
Yes! LinkedIn offers a wealth of opportunities for eager B2B marketers. If you’re wondering [how you could benefit from LinkedIn lead generation](https://aktify.com/linkedin-lead-generation-what-it-is-and-how-you-could-benefit), here are just a few points to think about.
### 1. Users Trust LinkedIn
Though many social networks are struggling to maintain trust and transparency among users, LinkedIn sets itself apart as the [most trusted social network](https://www.emarketer.com/content/facebook-ranks-last-in-digital-trust-among-users) in America. While just 53% of Facebook users believe the platform protects their privacy and data, an impressive 73% of LinkedIn users put their trust in the platform.
### 2. Conversations Are Happening—Do They Include You?
Conversations among LinkedIn connections have [increased by 55%](https://news.linkedin.com/about-us#Statistics) in the first quarter of 2021. Meaningful conversations are happening on this professional platform—and with the majority of B2B marketers already using LinkedIn, those who haven’t jumped on board are at a serious disadvantage.
### 3. It’s More Than a Recruitment Tool
Many people still see LinkedIn as a place to find a job or hire an employee. But the platform is changing swiftly: In 2020, [content creation on LinkedIn](https://business.linkedin.com/marketing-solutions/blog/linkedin-b2b-marketing/2020/ready-your-business-for-2021-sales-and-success) increased by 60%. Many users are browsing the platform during their time outside of the office, giving creative marketers a chance to influence decision-makers even when they’re not on the clock.
### 4. Decision-Makers Are Engaged on LinkedIn
Want to get your product or services seen in front of the right audience? The head honchos are hanging out on LinkedIn. [Four out of five LinkedIn members](https://business.linkedin.com/marketing-solutions/cx/17/06/advertise-on-linkedin?trk=sem_lms_gaw&src=go-pa&veh=LMS_EMEA_Deprioritized_ROE_Search_Google-Brand_DR-PRS_Broad_HeadTerms-Alpha_All_English_Core_431738531478__linkedin%20marketing_c__kwd-7650951355_9216596360&mcid=6612464045041733646&cname=LMS_EMEA_Deprioritized_ROE_Search_Google-Brand_DR-PRS_Broad_HeadTerms-Alpha_All_English_Core&camid=9216596360&asid=94475516878&targetid=kwd-7650951355&crid=431738531478&placement=&dev=c&ends=1&gclid=Cj0KCQiA88X_BRDUARIsACVMYD-TiYbftC96ncGZB8HPtrJRKITUsiptDBDfELTSpzW1pYBB4fcBX8kaAuumEALw_wcB&gclsrc=aw.ds) drive decisions for their company, and more than 61 million senior-level influencers are using the platform.
## **How Sales Teams Can Use LinkedIn for B2B Sales**
Convinced that it’s time to start using LinkedIn for B2B sales and marketing? Here’s how to get started:
### 1. Take Advantage of Lead Generation Forms
There’s a reason so many B2B sales teams use LinkedIn—lead generation is ultra-simple with tools like LinkedIn’s Lead Gen Form. Attach one to your LinkedIn ads so users can easily move through the sales pipeline.
### 2. Optimize Conversation Ads
Conversational AI is one of the most powerful tools for today’s B2B sales and marketing teams, and you can adopt this cutting-edge technology using Conversation Ads. Send a message directly to an individual’s LinkedIn mailbox, then automate responses to create an engaging conversation.
### 3. Streamline Communication with Sales Navigator
If you ever find yourself scrambling to keep track of new leads, Sales Navigator can help. This tool allows you to organize your leads, stay on top of communication, and track engagement with leads. You can even expand your efforts by exploring LinkedIn’s recommended leads.
## **How Marketing Teams Can Use LinkedIn to Build Brand Awareness and Generate Leads**
Marketing looks a little different on LinkedIn, so it can take some time to learn how to optimize the network for brand awareness and lead generation. Consider these tips as you plan your strategy:
### 1. Post Video Content
Video content is trending across all types of digital media, and LinkedIn is no exception. Post on-brand videos to get [five times more engagement](https://business.linkedin.com/marketing-solutions/linkedin-pages/best-practices#1) from your audience.
### 2. Adapt to the LinkedIn Algorithm
Like Facebook and Instagram, LinkedIn has its own algorithm that determines who sees your posts. You can work the algorithm in your favor by using these best practices:
- Keep the text short and to-the-point.
- Break up paragraphs and use bullet points.
- Tag people and pages.
- Add a call-to-action.
- Use related hashtags.
### 3. Create a Showcase Page
Are you launching a new service or specialty marketing campaign? Showcase pages can help you spread the word and bring in new leads. Create multiple showcase pages for niche audiences.
## How Sales and Marketing Can Combine Their LinkedIn B2B Efforts
In an ideal world, sales and marketing teams work hand-in-hand to increase conversions and profits for any company. But all too often, sales and marketing departments seem completely disjointed—unaware of what the other is doing, and missing plenty of opportunities along the way.
Fortunately, LinkedIn makes it easier for B2B marketers and sales teams to work together, using the following methods:
### 1. Look at Leads Through the Same Lens
Sales and marketing teams are often driven by different goals. Hence, they look at potential clients through completely different lenses and fail to work in synergy to bring in more leads. Make sure your departments are on the same page when it comes to analyzing and understanding leads.
### 2. Collaborate Regularly
Since marketers and salespeople often use different terminology and have different goals, it’s no wonder there’s a lack of collaboration between the two departments. Yet companies will be much better off when coordinating their LinkedIn efforts through regular meetings and shared goals.
### 3. Provide Feedback
Your sales and marketing teams probably have opinions about what is going right or wrong in the other department. Use those opinions to change your lead generation process for the better. Create a space for constructive feedback—then use the feedback to optimize your company.
## **Make LinkedIn an Essential Part of Your Sales and Marketing** **Strategy**
It’s time to cash in on all the benefits LinkedIn has to offer.
Using the techniques we’ve outlined, you too can make LinkedIn an essential part of your sales and marketing strategy. Couple your efforts with [our conversational AI technology](https://aktify.com/our-technology) to boost conversions by up to 10% and further streamline your sales pipeline.
---
## 5 Sales Pipeline Goals That Drive Results
URL: https://aktify.com/blog/5-sales-pipeline-goals-that-drive-results · Published: 2021-02-17 · Category: Lead Generation
_How do you build a strong pipeline in sales? Click to learn everything you need to know about setting sales pipeline goals that drive results._
You know that your sales pipeline is your most powerful resource—and yet [developing and managing a sales pipeline](https://aktify.com/the-sales-pipeline-how-to-develop-and-manage-this-powerful-resource) can be complicated. There are many moving parts, and your pipeline can easily become cluttered with stagnant leads if you don’t stay on top of it.
Ready to build a strong pipeline that delivers a constant flow of paying clients? Check out our guide to learn more about the purpose of a sales pipeline, how to build one, and how to set sales pipeline goals that drive results.
## What Is the Purpose of a Sales Pipeline?
You may know the basics of what a sales pipeline is, but if you’re still asking yourself, “What is the purpose of a sales pipeline?”, here’s our take.
A sales pipeline is an essential part of moving people through the sales journey, from when they first learn about the brand to the closing of the sale. The sales team learns to recognize each stage of the pipeline so they know what needs to happen to move the lead forward.
While there are many examples of a standard sales pipeline, you can customize your pipeline to fit your business’s needs. Just remember, a pipeline is most effective when it is organized and actionable.
## How Do You Build a Strong Pipeline in Sales?
Now you understand that a sales pipeline is all about moving leads through the sales process more quickly and efficiently. If your pipeline fails to accomplish that goal, it probably needs an overhaul.
And how do you build a strong pipeline in sales? Here are some steps that will teach you how to [create, manage, and increase your sales pipeline](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-1-create).
### 1. Create a Client Profile
A strong pipeline starts by identifying your target market. Without knowing exactly the type of customer you’re selling to, you’ll fail to connect with consumers.
### 2. Define the Stages of the Pipeline
No two companies are exactly alike, so it’s smart to create a pipeline suited to your company’s products and services. Each stage is a benchmark for future success, so take time to create stages that make sense for your brand and target audience.
### 3. Define Your Goals
What does a healthy pipeline look like for your business? How many opportunities do you want to have at each stage? What are your goals? Answer these questions before you take further action with your pipeline.
### 4. Analyze What’s Working
With every sales pipeline, there are leads that turn into sales and leads that are lost along the way. So what do those wins have in common? What do the losses have in common? You’ll [build a stronger pipeline](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-2-funnel-management) by learning to recognize these patterns, then adapting depending on what you find.
### 5. Keep Adding Leads
Do you ever put all of your focus into existing leads and forget to take the time to prospect? If so, you’ll end up with a dry pipeline sooner or later—so it’s key to add new leads along the way.
### 6. Clean Up the Pipeline
After nurturing your leads or reviving stagnant leads, you’ll go in for the final pitch. Whether it’s a win or a loss, it’s crucial to move the lead through all steps of the pipeline before you move on. Take time to clean up your pipeline so you’re only focusing on leads that might actually go somewhere.
## Top Sales Pipeline Goals
No matter how strong your pipeline is, there’s always room for improvement. But it can be difficult to know where to begin or what you should be measuring. Fortunately, setting appropriate sales pipeline goals will help you get there.
Check out these top sales pipeline goals to take your performance to the next level.
### 1. Reduce Time Spent Selling
If prospecting and nurturing leads is taking up the bulk of your day, set a goal to reduce time spent selling. Conversational AI tools, like Aktify, can help streamline the stages of your pipeline by sending automated, personalized texts to leads so you have more time to focus on closing.
### 2. Increase Average Deal Size
For all the resources it takes to bring in new leads, you can save your company money and increase profits by boosting the average deal size. By analyzing the average deal size, you can also focus more on the clients and customers who give you a greater return on investment.
### 3. Shorten the Sales Cycle Length
Sales cycles can range anywhere from a few days to several months. But the shorter your sales cycle, the more money your business can make. So if you notice your sales cycle length is longer than it should be, set a goal to decrease the length over time. Paying more attention to these metrics will help you better anticipate future revenue.
### 4. Increase the Number of Opportunities
It’s important to have a constant flow of opportunities coming in on the left side of your pipeline. Realistically, the number of opportunities will decrease as you move through the pipeline. But, you should still aim to increase these numbers in each stage. As you analyze these numbers, you’ll be able to identify bottlenecks and streamline steps in the cycle.
### 5. Boost Your Win Rate
How many of your leads are turning into customers? If the number is unimpressive, it’s time to work on your win rate. You can determine this number by dividing qualified leads into the number of customers won or deals closed. Measuring wins will help motivate and reward your best sales reps while training your weaker reps to enhance performance.
## Automate Your Sales Pipeline with Aktify
Don’t waste time with repetitive tasks that aren’t delivering results. Reach your sales pipeline goals with [Aktify](https://aktify.com/why-aktify). Our conversational AI software acts as your virtual assistant, helping you better manage your sales pipeline, bring in more qualified leads, and boost conversion rates by 10% or more.
Aktify can even schedule appointments, take care of follow-up conversations, and answer common questions. Unlock new revenue and [try Aktify today](https://aktify.com/get-demo).
---
## What Does Reviving a Lead Actually Mean?
URL: https://aktify.com/blog/what-does-reviving-a-lead-actually-mean-2 · Published: 2021-01-14 · Category: Company News
Despite everything your marketing and sales team do, some leads just insist on dropping out of the funnel on you.
There will always be cracks in any conversion funnel, and it’s important to remember that you can call them “prospects” or “leads” or “potentials,” but what they really are is human. And humans can change their minds and switch their activities at the drop of a hat. They’ll find those cracks in the funnel and slip right through.
This means that your leads can stall at any stage of the sales process. They can change their minds about your products or services or suddenly decide to slide backwards as they start to feel the need for a little more nurturing.
The most unfortunate drops are, of course, those who fall away during the later stages of the process.
It can be very frustrating when this happens, but it would be worse to simply decide that once they’re out of the funnel they’re out for good.
There’s always [a chance to revive their interest](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance) and keep them moving toward a sale.
**Why Do Leads Drop Out?**
There could be any number of reasons for a potential lead to go stale, and it’s important to know why if we’re going to create an effective solution.
Some of the more common reasons include:
- A simple break in communication
- The sales team gets overly busy and loses track of the lead
- Budgets for the company change
- Follow ups were too few or too heavy-handed
- Other offers were coming in
- The timing was just a little off
- The company’s focus temporarily changed
**They May have a Good Reason to Drop Out, but That’s No Reason to Give Up**
Whatever a lead’s reasons, your sales team can’t afford to neglect, ignore, discount, or forget about any of them – especially if they’ve fallen out of the sales funnel in the middle or late stages.
If any lead has made it that far, it means they at least have some interest in your products or services, and there is likely a quantifiable reason behind their funnel abandonment.
And if they have at least that much interest, there’s a solid chance that you can bring them back.
**So, What Do We Mean by “Reviving Leads”?**
A sales qualified lead is considered “revived” when we have determined why they left in the first place and we have set an appointment for them and the sales team.
In other words, we define [reviving leads](https://aktify.com/revive) as creating opportunities for your team to engage with real people and focus on closing sales.
**More Than Just Making Contact**
Anyone can reach out to your old, stalled leads.
For the reviving process to be truly effective, though, it has to go beyond that level of interaction.
This whole process should, in fact, be a learning experience in which we determine why these leads went cold in the first place and figure out what could be done to prevent the same thing from happening in the future.
Gathering sales funnel insights like this will help revive other leads that seem a little dead and eventually increase your ability to keep people moving steadily from the first to the last of the sales funnel stages. This qualitative data is critical to the process and can help improve overall performance and ROI.
**How Aktify Helps**
We make it possible for you to reconnect with and revive these stalled leads through a number of simple and automated processes, including our [Aktify Conversation Artificial Intelligence](https://aktify.com/) that chats like a human but thinks like a robot.
Our sales conversion software is designed to help identify, target, and revive supposedly dead leads and get them back on the path to funnel completion.
More importantly, you will be able to contact more prospects without having to expand your sales and marketing teams.
Instead, we provide your teams with more chances to succeed by making up to 8 contact attempts by phone, text, and email. Our average response rate for these activities is between 50% and 70%.
And, even if we don’t get any new interest from these attempts, we can act like your personal research company. We can collect candid feedback to discover the real reasons why they left in the first place.
If you’re ready to start reviving these old leads and build up a stronger [sales conversion rate](https://aktify.com/features), contact us today to get started.
---
## Hello world!
URL: https://aktify.com/blog/hello-world · Published: 2020-08-25 · Category: Industry Insights
Welcome to WordPress. This is your first post. Edit or delete it, then start writing!
---
## American Business Award Bronze Stevie Winner [2020]
URL: https://aktify.com/blog/aktify-stevie-award-2020 · Published: 2020-05-18 · Category: Company News
* - May 18, 2020 - *
Aktify is honored to be named the winner of a Bronze Stevie Award in the Tech Startup - Software category in The 18th Annual American Business Awards. More than 3,600 nominations from organizations of all sizes and in virtually every industry were submitted this year for consideration.
The award recognizes Aktify for its achievements in technology and data science. Our conversational AI platform for sales teams is more efficient and more intelligent than ever. This past year, we unlocked $10 million in net new revenue for our clients.
Our team is extremely proud of this milestone. As we continually build out our technology, we look forward to many more achievements to come.
---
## The Most Effective Ways to Reach Unresponsive Leads
URL: https://aktify.com/blog/the-most-effective-ways-to-reach-unresponsive-leads · Published: 2020-04-06 · Category: Lead Generation
Ideally, every lead you have would turn into paying customers without much effort. They would see the intrinsic value of the services and products that you provide and immediately take the next step through the sales funnel.
Actually, it wouldn’t even have to go that far. Most sales people would be happy to have leads that consistently responsive to emails and phone calls.
Unfortunately, that isn’t always the case. Someone that you’ve been working with for some time could suddenly go quiet. That contact who seemed so interested just a couple days ago now ignores all your best attempts to keep the conversation going.
It can be terribly frustrating, but that doesn’t have to be where the story ends.
There are a few simple and effective ways to reach those unresponsive leads and get the conversation back on track.
**Persistence with Awareness**
A single call probably isn’t going to turn a cold lead warm again. A single email probably isn’t going to get an immediate response from someone who went unresponsive a while ago.
[Persistence will pay off, though](https://aktify.com/how-to-improve-roi-by-reviving-leads). Studies continue to show that leads are far more likely to be more responsive after four or more attempts to connect with them. (Unfortunately, all too many sales teams only make one or two contact attempts.)
However, you need to be very aware of the needs and desires of your lead. There is a big difference between “not yet” and “go away.” If they are very clear about wanting you to stop contacting them, then that’s exactly what you need to do. Showing that kind of understanding may just keep the door open for something in the future.
So, the key is to stick with it, but know when it’s time to remove them from your list.
**Diversify Your Approach**
There could be any number of reasons for a lead to go unresponsive. Sometimes we look for deep, complex reasons behind the behavior, when, in fact, the reason could be as simple as they don’t bother checking their email very much.
You can diversify your approach to these leads and start to see more responses.
Try texting instead of emailing. Maybe after a couple texts, it’s time to try a phone call. Maybe they’ll respond better to a message over Twitter or Facebook.
Use more than one type of outreach and you’ll increase your chances of finding the best way to restart a conversation.
**Stay Focused on Their Needs**
It’s safe to assume that if a lead is now classified as “unresponsive,” then there was a time when they were responsive and they spent some time getting to know you and your products.
This means that, when you manage to restart a conversation, you should not waste any time talking about yourself, your company, or your products and services.
You need to focus completely on what *they* need, whether that’s just the answers to a few questions, some guidance about their options, or even just a link to a helpful article. It may not be the immediate sale that you were hoping for, but it will contribute to your ability to [fully rive an unresponsive lead](https://aktify.com/revive).
**Automate the Process**
Reconnecting with cold leads is tough. Let’s not pretend that it’s not. And it is even more difficult when you have other, newer leads that may be putting demands on your attention.
But you still don’t want to miss out on the potential in these potential leads just because they’ve been unresponsive to a few of your efforts.
The solution is to [automate the outreach process](https://aktify.com/features). You can continue to engage with leads that may have gone cold without taking time away from those leads that remain plenty warm.
This will allow you to make more contact attempts without having to expand the sales team while setting more appointments and even gathering data to discover more about why they went cold in the first place.
**Keep Track of Your Attempts**
Did your sales team reach out to their cold leads this week? This month?
What happens if they say they did, but they can’t seem to remember much about the attempt.
It’s critical to know exactly how those leads responded – and if they responded – to further tailor your outreach attempts.
Tracking every phone call and text and any responses you get can inform your attempts in the future with this lead and any others.
**Should You Ever Give Up on a Lead?**
The unfortunate truth is that sometimes, despite your best efforts, some leads will remain unresponsive. While it is possible to reactivate a lot of them, there is a time when it just becomes very apparent that there are better prospects on which to focus your time and resources.
There will come a point where you need to prune your list of potentials and start looking at leads that fit better into your target market.
If you haven’t been able to reengage with potentials, if they haven’t visited your website, opened your texts, or viewed your emails even after several attempts to restart the conversation, it may be time to let them go.
That doesn’t mean you have to declare them officially dead. You don’t need to give them a “last chance” email to try and goad them into responding one last time. Just let them know in that final email that you’ll always be ready to talk to them if their situation changes, and then start focusing on those other leads who are more responsive to your efforts.
If you are ready to give Aktify a try, contact our team today. We are happy to talk more about how our unique software can help [reactivate your stalled leads](https://aktify.com/).
---
## How to Improve ROI by Reviving Leads
URL: https://aktify.com/blog/how-to-improve-roi-by-reviving-leads · Published: 2020-02-03 · Category: Company News
One of the hardest part of sales is turning leads into a sale. During times of getting a new client or selling a product, there are costs of time and money that go into each one. To get a return on investment (ROI), there needs to be a higher amount of conversions than dead-end leads. If your company is suffering from a backlog of leads that have stalled, it often takes less time and money to revive them than to get all new leads started in your sales funnel.
**The Process of Reviving Leads**
Reviving leads can be a tedious process. If a lead stalls, after a certain point, a company must put them into a file, alternate list, or other location to make room for more active leads. When there is a new salesperson or business slows down, someone is assigned the task of going through notes taken on these stalled leads. Many leads stall for small reasons from a lead being too busy to meet or they push off a meeting until the next quarter for budgeting purposes. Here are some typical steps taken to revive these types of leads:
- Salesperson calls and leaves a message, usually requiring multiple attempts before contact is made
- Salesperson sends an email or text, again requiring multiple attempts before a response
- Salesperson stops by the office of the lead, depending on the case
- The lead becomes active again
- Tries to schedule an appointment to again go over information and answer questions
- Appointment is cancelled and rescheduled, possibly a few times
- More communication between the sales team and the lead
These steps can vary from one lead to the next. The entire cycle can feel repetitive and unproductive until the deal is done. Many precious hours are used in the process, taking sales team members away from generating new leads.
**How Aktify Can Help**
Using Aktify software to do a lot of the menial tasks is a great way to make more money, faster. Anyone can reach out or spam a stalled lead though, so how does Aktify make a difference?
When you use Aktify, we help learn why the leads stalled in the first place. This helps give more insight into the sales funnel process and where each contact is within it. Having this critical information helps to find and target the best [qualified leads](https://aktify.com/features) and revive them back into the sales funnel toward completion with some software solutions.
Our software utilizes several simple processes, including a feature where our bots can keep the communication going in a chat form that acts like a human. The bot can make progress with the client while you oversee the results. If the lead contact needs to reschedule an appointment, the bot can handle it for you.
**Improving ROI**
The better your ROI is on leads, the more profitable your company becomes. When you [revive leads](https://aktify.com/revive), it is less expensive in many cases than the process of finding new prospects. This is because you have already put in time to educate on your products or services, so you can skip a lot of the preliminary steps.
Your ROI is also improved when you utilize our smart software. With the automation and human-like ability to handle menial conversation tasks, the sales team is expanded without hiring new salespeople. The team is free to go out to find new leads and bring in more business while the smaller tasks are handled by the software.
If you are ready to give Aktify a try, contact our team today. We are happy to talk more about how our unique software can help your [stalled leads](https://aktify.com/) become a benefit to your company.
---
## How Sales Funnel Tools Can Increase Lead Generation
URL: https://aktify.com/blog/how-sales-funnel-tools-can-increase-lead-generation · Published: 2020-01-17 · Category: Lead Generation
Being the best sales team requires having the best tools. While sales tools do not replace a company’s sales team, they do help maximize opportunities. Many of these opportunities come through lead generation. From organizing data to helping with customer relationship management (CRM), a sales funnel is created, converting leads into sales. Here is how the right tool can help [improve your lead generation](https://aktify.com/blog/blog-sales-funnel-management). There are two main ways this is done; contacting your contacts and freeing up your sales team.
**Contact the Contacts**
Every salesperson knows that contacts can stall after a few attempts at making contact. Maybe the person showed interest at first, but then they were too busy to meet with a member of your team or someone internally dropped the ball. Either way, when communication is inefficient or just stops, prospects who were once interested in your product fall through the cracks. These stalled prospects can still become customers with the right help.
This is where a great sales funnel tool can help. Having an automated platform that has the artificial intelligence to communicate like a person than a computer can streamline communication. Let’s go through the [sales funnel stages](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-1-create) to understand the worth of a great tool.
- The initial contact. Once a member of the sales team has identified a potential contact, they collect contact information. The [sales qualified lead](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance) is contacted through repeated attempts by the tool up to eight times by phone, text, and email.
- Create and keep appointments. Through the tool, appointments are set up and rescheduled as needed. Members of the sales team are then utilized for these appointments, keeping the valuable personal contact a priority. Communication is vastly improved with having the tool handle and track the information.
- Repeat contact. Not all leads convert to a sale after the initial contact. Sometimes leads stall and get put into a file to be followed up at some future unknown point. With the right [sales lead funnel](https://aktify.com/) tool, these leads are given a second chance. Contact is reestablished through the multiple attempts model and your company is notified when a stalled potential converts over to an actively interested contact. There is even the possibility to reward contact.
- Building a relationship. Through this process, a relationship is established. As the trust builds, the potential for a sale and continued business continues.
For many industries, this is a glimpse of what an ideal, basic sales lead funnel can do with an effective tool.
**Freeing Up Your Teams**
Once a sales funnel is established, your company can see overall improvement in sales and levels of communication. With a sales tool taking over much of the menial tasks, they are free to focus on taking those contacts from the tool to the finish line and making the sale. This will decrease the number of salespeople you need to hire and pay. Closing deals is more about connection than anything. Potential customers who feel valued tend to respond more positively.
Instead of working harder, work smarter with the contacts you already have. This will free up valuable time and resources for employees to either work on bringing in new prospects or managing the relationships already established. Your business can be more profitable with the right tools.
---
## What Does Reviving a Lead Actually Mean?
URL: https://aktify.com/blog/what-does-reviving-a-lead-actually-mean · Published: 2019-12-16 · Category: Company News
Despite everything your marketing and sales team do, some leads just insist on dropping out of the funnel on you.
There will always be cracks in any conversion funnel, and it’s important to remember that you can call them “prospects” or “leads” or “potentials,” but what they really are is human. And humans can change their minds and switch their activities at the drop of a hat. They’ll find those cracks in the funnel and slip right through.
This means that your leads can stall at any stage of the sales process. They can change their minds about your products or services or suddenly decide to slide backwards as they start to feel the need for a little more nurturing.
The most unfortunate drops are, of course, those who fall away during the later stages of the process.
It can be very frustrating when this happens, but it would be worse to simply decide that once they’re out of the funnel they’re out for good.
There’s always [a chance to revive their interest](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance) and keep them moving toward a sale.
**Why Do Leads Drop Out?**
There could be any number of reasons for a potential lead to go stale, and it’s important to know why if we’re going to create an effective solution.
Some of the more common reasons include:
- A simple break in communication
- The sales team gets overly busy and loses track of the lead
- Budgets for the company change
- Follow ups were too few or too heavy-handed
- Other offers were coming in
- The timing was just a little off
- The company’s focus temporarily changed
**They May have a Good Reason to Drop Out, but That’s No Reason to Give Up**
Whatever a lead’s reasons, your sales team can’t afford to neglect, ignore, discount, or forget about any of them – especially if they’ve fallen out of the sales funnel in the middle or late stages.
If any lead has made it that far, it means they at least have some interest in your products or services, and there is likely a quantifiable reason behind their funnel abandonment.
And if they have at least that much interest, there’s a solid chance that you can bring them back.
**So, What Do We Mean by “Reviving Leads”?**
A sales qualified lead is considered “revived” when we have determined why they left in the first place and we have set an appointment for them and the sales team.
In other words, we define [reviving leads](https://aktify.com/revive) as creating opportunities for your team to engage with real people and focus on closing sales.
**More Than Just Making Contact**
Anyone can reach out to your old, stalled leads.
For the reviving process to be truly effective, though, it has to go beyond that level of interaction.
This whole process should, in fact, be a learning experience in which we determine why these leads went cold in the first place and figure out what could be done to prevent the same thing from happening in the future.
Gathering sales funnel insights like this will help revive other leads that seem a little dead and eventually increase your ability to keep people moving steadily from the first to the last of the sales funnel stages. This qualitative data is critical to the process and can help improve overall performance and ROI.
**How Aktify Helps**
We make it possible for you to reconnect with and revive these stalled leads through a number of simple and automated processes, including our [Aktify Conversation Artificial Intelligence](https://aktify.com/) that chats like a human but thinks like a robot.
Our sales conversion software is designed to help identify, target, and revive supposedly dead leads and get them back on the path to funnel completion.
More importantly, you will be able to contact more prospects without having to expand your sales and marketing teams.
Instead, we provide your teams with more chances to succeed by making up to 8 contact attempts by phone, text, and email. Our average response rate for these activities is between 50% and 70%.
And, even if we don’t get any new interest from these attempts, we can act like your personal research company. We can collect candid feedback to discover the real reasons why they left in the first place.
If you’re ready to start reviving these old leads and build up a stronger [sales conversion rate](https://aktify.com/features), contact us today to get started.
---
## How to Optimize a Sales Funnel
URL: https://aktify.com/blog/how-to-optimize-a-sales-funnel · Published: 2019-12-02 · Category: Company News
The sales funnel stages are a visual representation of the buyer’s journey from discovery to conversion. It starts at the top where there are huge numbers of potential customers just waiting to discover your products and services and ends in the smallest portion where qualified leads finally become paying customers.
In an ideal world, everyone who starts on this path will naturally and easily continue all the way through the funnel.
Unfortunately, there is a lot of room along this path for those leads to fall away.
Maybe they didn’t see the products they really wanted.
Maybe they got lost somewhere in the company’s CRM.
Or, it could just be a change in the sales team that left a lot of information floating around without anyone to handle it.
We’ve discussed how to [create and manage a sales funnel](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-1-create) before, and we’ve also looked at different ways to [give your leads a second chance](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance).
Now, let’s look at some simple and important ways you can make sure your sales funnel is operating at peak efficiency and that it is fully optimized to keep the leads flowing while giving your sales team more time to do what they’re best at: closing sales.
**Automating Your Processes**
The more time you have to spend manually optimizing your sales funnel, the less time you will have to actually close the sales that are ready to take that final step.
You can automate many of the relevant outreach processes that are necessary to keep the sales funnel filled with new prospects while freeing up the sales team to be more productive.
At Aktify, we can help you start up [this kind of automation](https://aktify.com/features) by providing up to 8 automatic outreach attempts, through texts, emails, or phone calls. We can also integrate our system directly with your CRM so you can send unresponsive leads to us the minute they stall.
Then, once we revive one of those leads, we can set the appointments for you and notify the sales rep with an email or through the CRM.
Of course, if any of these leads still don’t move like they should, we can determine why they’re having concerns and get feedback on how to improve the process.
All of this can happen automatically so none of it gets in the way of engaging with qualified leads and closing the deal.
**Fall Out Doesn’t Mean All Out**
Inevitably, some potential customers are just going to stall somewhere in the lead funnel. Others will seem to fall completely out of the pipeline, never to be heard from again.
An optimal sales funnel should be prepared for this inevitability and have a solution to pull them all right back in.
A simple email out of the blue probably isn’t the ideal way to do that, of course. There are, however, a few things you can do to [revive these stalled leads](https://aktify.com/revive) and get more potentials moving through the pipeline.
Some techniques for optimizing lead revival includes:
- Discovering the reasons why leads are stalling.
- Gather actionable insights on all your leads.
- Use an effective system to make more contact attempts without cutting into your sales team’s bandwidth.
- Set appointments quickly, notifying the sales team members through email or their preferred CRM.
- Create new reasons for stalled leads to begin engaging with you (goodwill gifts, contests, etc.).
**A Truly Optimized Funnel Lets You Forget about Funneling**
The most optimal sales funnel gives you the opportunity to focus less on the actual funnel and more on the qualified leads.
Too often, the sales team is forced to spend their valuable time modifying processes and reaching out to inactive leads just to keep things loaded in the top of the funnel. While these are important activities and a necessary part of keeping the leads flowing, it is not as effective as turning those leads into actual sales.
When your sales team can spend their time focused on closing sales instead of maintaining a funnel, your conversions can increase and your revenue can grow.
If your leads are stalling and your sales flow is stuttering, [contact Aktify today](https://aktify.com/contact) and see how we can help.
---
## How to Improve ROI by Lead Qualification
URL: https://aktify.com/blog/how-to-improve-roi-by-lead-qualification · Published: 2019-08-02 · Category: Lead Generation
It’s all well and good to get a bunch of new leads, but if none of them ever converts, then you’ve wasted time and budget. More and more businesses are focused on generating new leads, but they’re unfortunately ignoring an essential part to the process: lead qualification.
Lead qualification can help you maximize the efficiency of your lead funnel, and ultimately, it’s the key to improving your overall ROI.
Keep reading to learn more about leads, lead qualification and the ways qualification can improve your marketing and sales ROI.
**What is a Lead?**
Simply put, a lead is a contact who could eventually turn into a customer. Leads are also known as prospects, and they’re often on the top of both the marketing and sales teams’ minds. However, the implications in the word “lead” go much deeper than this simple definition.
While it’s technically true that everyone in the world is a potential customer of yours, not everyone can be considered an actual lead. Essentially, a person becomes a lead when their contact information makes it into the hands of your marketing and sales teams. This can happen through advertising campaigns, online contact forms and more.
And who’s to say that your leads are “good”? Once they hit your sales funnel stages, they may not make it past the first step. This is where lead qualification comes into play.
** **
**What is Lead Qualification?**
Lead qualification helps you determine the quality of the potential customers coming through your sales pipeline stages and is an essential aspect of your sales funnel management process.
It doesn’t do anybody any good to just forward any person’s contact information to the sales team. If the lead isn’t qualified, it’s highly likely that they won’t convert and they’ll just end up wasting your sales team’s time.
When your work on qualifying your leads before taking them out of your lead funnel, you set your sales team up for success. You can qualify your leads by finding out if:
- Your product/service meets their needs
- The contact is the decision maker
- The contact is ready to make the switch to a new product
If the lead is answering affirmative to these questions, you can finally forward them to the sales team. This makes it much more likely that they’ll convert into actual sales.
**The Top Ways Lead Qualification Improves Your ROI**
If you’ve never seen the benefits of lead scoring and lead qualification before, you might wonder if it’s worth it to spend the extra time going through the effort. Let’s take a look at the ways lead qualification can improve your ROI.
- **Increased Conversion Rate: **Perhaps the most visible improvement in ROI from lead qualification comes from the increased conversion rate. In fact, when you qualify your leads, you can expect to experience up to a 70% increase in your conversion rate.
- **Optimized Lead Databases:** One of the hardest things about managing your leads is keeping them organized and your databases optimized. Qualifying your leads helps you maintain cleaner records, which can lead to more efficient lead generation and qualification in the future.
- **Improve Relationship between Sales and Marketing Teams: **Sales and marketing teams can have a hard time getting along sometimes. When you start winning because of the qualification steps taken by both teams, their relationship improves, and they start working better together. In the end, this gets you more leads and more conversions.
** **
**How Aktify Revive Helps Lead Qualification**
Our revolutionary product, [Aktify Revive](https://aktify.com/revive), can help you qualify your leads in a more efficient manner. Using automation, [we can help](https://aktify.com/about) you revive stalled leads and stay on top of all the tasks that both sales and marketing teams need to do.
Don’t hesitate to reach out to [learn more](https://aktify.com/) about this groundbreaking tool. We’re happy to [schedule a demo](https://aktify.com/view-demo) with your team and get you started on a better way to qualify your leads.
---
## Text Marketing vs. Email Marketing: Who Will Win?
URL: https://aktify.com/blog/text-marketing-vs-email-marketing-who-will-win · Published: 2019-06-25 · Category: Industry Insights
Thanks to technology, consumers and businesses alike are moving at an increasingly faster pace. People can’t stay focused on more than one thing for long and constantly demand quicker ways to get what they want without having to put in more work.
This puts a unique challenge on sales and marketing teams. Everyone wants to get the most ROI out of their marketing campaigns and sales pushes, but no one can agree on what works the best.
The simple fact is that there isn’t a cookie cutter way of doing it. The approach you took last month may utterly fail this month.
As such, you’ll need to start identifying a broad swath of strategies that tend to work well overall with your both your lead funnel and your sales funnel. Two of those strategies include text marketing and email marketing.
Let’s take a look at the differences between these two and determine which one will be best for your business.
** **
**The Pros and Cons of Text Marketing**
** **
Text messages have dominated in a world of mobile phones. Most people will open every text message they get, which is a stark contrast to email’s spam folders and filters.
Moving leads through the sales funnel stages with SMS can do a lot of good. Some of the pros of this approach include:
- Low cost
- Engagement and conversion is easy to manage and monitor through text message automation
- Highly interactive with immediate results
- More reliable
- Greater reach
But SMS marketing in business isn’t without its limits. Some of the cons include:
- Character limitations
- No audio or visuals
- New approach requires more planning and creativity from the ground up
** **
**The Pros and Cons of Email Marketing**
** **
Email in business has been around for as long as anyone can remember at this point. It’s one of the more traditional ways of reaching customers, and for good reason. Email offers a great way to up customer engagement and conversion.
The benefits of email marketing include:
- More customizable for already-engaged customers
- Easy to get started
- Long history of successful strategies to build upon
- Easy sharing capabilities
- Global reach
- High ROI
Some of the cons of email marketing include:
- Lots of competition
- Not everyone checks their inbox
- Different formats (phone, laptop, tablet)
** **
**Working Together for the Greater Good**
** **
Now that we’ve talked about the pros and cons of each approach, you might be noticing some trends. For the most part, each of the cons can be addressed using the other method’s pros. This tells you something interesting.
In the end, it’s not a question of text vs. email. It’s a matter of text **and** email working together to maximize your ROI. Where text message automation may better help your lead become a sales qualified lead, emails might be better for moving your prospective clients through the sales funnel stages.
Try and find a way to make email and text messages work together for the greater good of both your sales funnel management and lead funnel management.
**How Aktify Changes the Game**
** **
Here at Aktify, we recognize that the best solution to your marketing and sales needs doesn’t lie in a single approach. [Aktify Revive](https://aktify.com/revive) uses phone calls, text messages and emails to contact your leads and prevent them from stalling.
And when some of your leads inevitably do stall, Aktify [automates your outreach process](https://aktify.com/features) through the same methods to get them back.
Contact us today to [request a demo](https://aktify.com/view-demo) so we can show you just how effective Revive can be for your sales and lead funnels.
---
## How Are Leads Qualified?
URL: https://aktify.com/blog/how-are-leads-qualified · Published: 2019-06-11 · Category: Company News
Every sales team goes through the same training when it comes to qualifying leads, which means your sales teams are doing the same. They’re looking for leads that carry buying power, have an approved budget and who communicate a well-defined need.
These are the things your sales teams are looking for, but how exactly does that translate to your leads being qualified through your sales pipeline stages?
Keep reading to learn more about how your leads are qualified and the steps you can take to make sure they convert.
** **
**What Is a Lead?**
Simply put, a lead is a potential customer who has shown interest in your products or services. Rather than you going out and finding someone through cold calls, a lead comes to you. This interest can come from a variety of different sources, including marketing campaigns, online contact forms or other sales activities.
And while you might be tempted to think that you’ve got a solid chance for conversion after you get a lead, you might be surprised to learn that almost 75% of leads (or more!) never become more than that.
This is why it’s so important that you take all of the leads in your lead funnel and put them through the qualification process.
**How Leads Move through Your Sales Funnel**
Once a lead enters your funnel, it’s up to your sales and marketing teams to qualify the lead appropriately. Effective sales funnel management is essential to qualifying your leads. Let’s take a look at the different stages your lead can go through.
**Marketing Qualified Lead**
When a potential customer becomes a lead, it means they’ve shown interest in your company. This may be as simple as coming to your website through Google and then leaving. They’re interested, but they’re still not qualified.
To become a marketing qualified lead, this potential customer needs to come back to your website and interact a little more. Maybe the lead signs up for your monthly newsletter or downloading a free e-book.
It’s important to remember that marketing qualified leads are still easily spooked. Be careful not to overwhelm them with sales offers or emails.
** **
**Sales Accepted Lead**
After the marketing team forwards leads along to the sales team, each team member should do a cursory review of each lead to make sure they’re actually good leads. This is a quick process, but can make the difference when it comes to a successful conversion rate.
Many sales teams forgo this step entirely, which is a big mistake. The point between marketing qualification and sales qualification is where a lot of leads drop off. A cursory approval from the sales team can help you achieve your conversion rate goals more often than not.
** **
**Sales Qualified Lead**
Marketing qualified leads that have been thoroughly vetted by the sales team and identified as ready for the next step in your sales process are called sales qualified leads. Your sales team will undergo a variety of steps before qualifying their leads. These steps typically involve asking questions about the lead, including questions like:
- Do the lead’s needs fit your product or services?
- Is the lead the decision maker?
- Is the lead ready to buy today?
- Is the lead looking for a replacement to their current product or service?
**How Aktify Can Help Qualify Your Leads**
With our groundbreaking product, [Revive](https://aktify.com/revive), we can help you take back control of your lead funnel. Rather than sit on a bunch of stalled leads that never go anywhere, Revive automates the outreach process, sending cold leads more opportunities for interaction with your sales and marketing teams.
Reach out and [contact us](https://aktify.com/contact) today to learn more about [what we do](https://aktify.com/about) or to ask us any questions you might have. We look forward to hearing from you!
---
## How to Foster Leads with Text Automation
URL: https://aktify.com/blog/how-to-foster-leads-with-text-automation · Published: 2019-05-29 · Category: SMS & Compliance
Some of the biggest buzz words in today’s sales world are “automation” and “mobile” and there’s as huge reason for that. As more and more customers are turning to their mobile devices for their everyday needs, sales and marketing teams need to keep up with the rapidly-changing pace that comes with mobile technology.
One of the hardest obstacles to overcome in any lead funnel is conversion. How can you keep leads interested long enough to buy your product over your competitor’s product?
The answer is simple: text automation. Keep reading to learn how you can turn smartphones around the world into the most powerful sales tools in your arsenal.
**The Problem with Leads**
** **
Nothing is more encouraging than seeing a ton of leads in your lead funnel. These are potential customers who have actively expressed their interest in your products or services. What could be better than that?
Unfortunately—as you’ve probably experienced—99% of these leads won’t ever convert into actual deals. This can be incredibly discouraging, and you’re probably wondering where you’ve gone wrong. Is there something wrong with your sales funnel management? Are you not using the right calls to action?
When it comes down to the basics, customers just aren’t ready to buy at the same time they interact with your website or sales team, *even if they’re 100% sales qualified leads*. As such, it’s your responsibility to nurture these leads. Let’s take a look at how.
** **
**Where Text Automation Can Help**
** **
Nurturing a sales qualified lead to an actual conversion is the hardest part of the process, and it takes time. It’s called nurturing for a reason!
This part of the sales pipeline stages requires patience and care. Keep in mind that there are tons of moving parts involved in this process, which is why it’s important to find a more streamlined process.
This is where text automation comes into play.
Fostering leads through SMS messaging offers a wide variety of benefits for your sales pipeline. Let’s take a look at the facts:
- Almost everyone owns a cell phone
- Customers open and read almost 100% of text messages
- Customers respond to almost 50% of their texts *within 90 seconds*
- Customers want to text businesses, but get frustrated that those same businesses don’t provide them with that option
- Texting leads can possibly result in up to a **300% **increase in your conversion rate
Knowing these facts, why wouldn’t you want to use text messaging to foster relationships with potential customers? There is a ton of untapped potential to give your sales and conversion funnels can have a [second chance](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance) through text automation.
**How to Get Started with SMS Lead Generation**
** **
So, now that you know how much texting leads can help, you’ll likely want to know how to get started. Follow these steps to start building your SMS strategy:
1. **Plan, Plan, Plan** – As with any solid marketing campaign, you’ll need to do your planning upfront. Identify your demographic and paint a clear picture of each step you’ll take to work with text leads.
1. **Make Your SMS Number Available Everywhere** – Mobile devices are everywhere, which is why it’s important that your SMS number is available everywhere. Your customers should be able to find your number in print marketing materials, on your webpage, on your social media pages and on your Google listing page to start.
1. **Don’t Forget the Call to Action** – As part of your CTAs, make sure customers know that they can text you. Use CTAs like “Text us for a free quote” or “Text now for a product demo.”
1. **Automate SMS Lead Follow Ups** – All lead funnels leak potential customers, sometimes to an alarming amount. Automated text follow ups help re-capture those “lost” leads.
**How Aktify Can Propel You Forward**
** **
Here at [Aktify](https://aktify.com/about), we want to help you make more connections with your potential customers. This is why we created [Revive](https://aktify.com/revive). With this revolutionary product, we can automate your outreach to stalled leads and help you revive cold leads and turn them into warm ones.
Contact us today to request a demo and see how you can keep all those customers from falling through the cracks.
---
## Are Your Sales and Marketing Working Together?
URL: https://aktify.com/blog/are-your-sales-and-marketing-working-together · Published: 2019-05-20 · Category: Industry Insights
Depending on the size of your company and its industry, you may have separate departments for sales and marketing. If this is the case, you may have noticed some distance or even some contention between the two departments. Unfortunately, this kind of negative and inconsistent communication and working together between sales and marketing is fairly common.
The disconnect between sales and marketing often stems from a lack of communication and understanding. Some people think sales and marketing are two names for the same thing. Others think they are so different, yet strive toward the same goal that it would be redundant for the two to collaborate and work together.
Both sales and marketing are important and play vital parts in making a company successful by helping leads progress through the lead funnel.
**Two Essential Roles**
Both sales and marketing have a similar goal in attracting leads and turning the leads into paying customers. However, the way each goes about accomplishing this goal is different.
**Marketing**
The personnel on your marketing team are often the first point of human contact a sales lead has with your company. Marketers employ a variety of tactics from emails to blog and website content to direct mail to discounts and giveaways on social media to get the attention of prospective customers. Some marketers utilize a company-wide marketing funnel to massage prospective leads into marketing qualified leads that can then be handed off to the sales team to ultimately make them into paying customers, similar to a [sales qualified lead](https://aktify.com/) going through various sales funnel stages.
**Sales**
The sales team often interacts with prospective leads who likely have already heard about your brand. The salesperson takes the sales qualified lead through the various sales funnel stages to ultimately persuade the lead to become a paying customer. Similar to the marketing funnel, the sales funnel features multiple stages whereby the salesperson utilizes specific tactics that keep the leads moving forward from having an idea about a company to deciding to do business with the company to ultimately signing the contract or fulfilling their part of the deal.
**The Crucial Hand Off: Where Marketing and Sales Collide**
The lead generation process of making a lead aware of your business and turning them into a paying customer involves collaboration between the marketing and sales teams. The marketing team is in control of the first half of the process in making the company’s presence visible and known. The sales team takes over for the second half of the lead generation process where conversions are made. The smooth transitioning or “handing off” of leads from the marketing team to the sales team is that crucial middle part of the lead development process. It is during this transitioning period that the marketing qualified leads that have made it through the marketing funnel are handed over to the sales team and become sales qualified leads that begin their journey through the sales funnel.
**Overcoming the Marketing and Sales Breakdown**
The problems, lack of communication and contention between marketing and sales becomes apparent and problematic during the “hand off” stage. There are various ways this transition breakdown occurs. In many cases, it involves the lack of communication and the lack of an established, standardized set of procedures. Too often the marketing team and sales team will have their own established set of procedures and preferred software and program. Sometimes these systems aren’t compatible and additional, unnecessary work is needed to import leads from one system into the other. Additionally, sometimes the vetting process of the marketing qualified leads isn’t great, resulting in poorer than expected sales qualified leads for the sales people. It is often the latter issue that causes contention between sales and marketing.
Regular communication is a must for the sales and marketing to get on the same page and effectively work together. Weekly, bi-weekly or monthly meetings between the sales and marketing teams can help the teams come to a better understanding of the role each one plays and how they can work together to accomplish their common goal.
A uniform sales and marketing automation system can help alleviate the tension and make the crucial handing over of leads from the marketing team to the sales team smoother.
At Aktify, we realize that each lead is important and has value. During the crucial transition period, sales leads can fall through the cracks and get ignored. We offer sales and marketing automation solutions to help [resurrect “dead” leads](https://aktify.com/revive) that have gotten ignored and lost in the shuffle. To learn more about our software for stalled leads and how it can help your lead generation process, feel free to contact us today.
---
## Sales Funnel Management: How to Keep Leads Flowing
URL: https://aktify.com/blog/blog-sales-funnel-management · Published: 2019-05-14 · Category: Industry Insights
Your sales lead funnel is the process of how you qualify and filter a wide range of leads into paying customers. It allows you to focus your attention on the people who are most likely to buy. It also adds structure and a degree of predictability to a variable sales process.
Every company has its preferred approach to sales and marketing. But there are some universal tips to sales funnel management that anyone can use. This article breaks down what your sales funnel should generally look like and what things to consider in the development of your [sales funnel management](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance).
## Sales Funnel Overview
A sales funnel generally contains three segments: the Top, Middle and Bottom.
### Top of the Funnel (TOFU)
At the top is where you have the point of entry for potential leads. This often initiated by the hand-off between the marketing and sales departments. Once a marketing qualified lead makes it through the marketing funnel, it enters the sales funnel and becomes a sales qualified lead. How a person arrives here is usually the result of an effective marketing strategy (SEO, social media, email marketing, etc.). A good marketing funnel will thoroughly vet lead prospects so that those who enter the sales funnel are in the best position to convert into a paying customer.
This section of the sales funnel stages is the widest as it is here that the largest volume of sales leads are. Leads at this stage only know about your company or organization through marketing materials. An initiation for leads to explore your site and services and ask questions are highly recommended at this stage. Don’t try to sell anything, but rather build rapport and portray a positive company experience and image.
### Middle of the Funnel (MOFU)
By the end of the Middle of the Funnel stage, a prospect is in a position to become a customer. During this sales funnel stage, a prospect will be shopping around for the best solution to their concern, question, issue or need. He or she will be looking at your business and comparing it with your competitors. During this stage, it is important to follow-up with the lead. This can be done via phone calls and email. However, it is important to not follow-up too earnestly or frequently as this can annoy and scare the prospect away. The Middle of the Funnel is also a good opportunity to offer discounts and offers.
A visitor converts to a lead at the middle section of the funnel. This occurs when someone fills out a form in exchange for relevant, valued content. However, just because a lead arrives in the middle of the funnel doesn’t necessarily mean he or she is a qualified lead. The lead may show interest, but may be unwilling to follow through with a purchase or partnership commitment. It is important to measure engagement, urgency, and interests of the prospects at this point and develop targeted messaging and advertising to these prospects.
### Bottom of the Funnel (BOFU)
The bottom of the funnel is the point of conversion from lead to a sales opportunity. At this sales funnel stage, the prospect has chosen to do business with you and is ready to make a purchasing decision. To get an idea of where the sales qualified lead is at in regards to how ready he or she is in pulling the trigger, below are some indicators to look at and consider:
- Frequency of visits to your site
- How many conversations with a sales rep
- LinkedIn profile views
It’s important that once a lead converts and makes a purchase, the job of the salesperson isn’t done. He or she must continue communication and relationship building with the customer so that he or she becomes a loyal, repeat customer.
## Qualifying Your Leads
When someone shows enough interest, that person becomes a Marketing Qualified Lead (MQL). This MQL is then handed off to the sales team in which it then becomes a [sales qualified lead](https://aktify.com/about) (SQL). Depending on the lead, you can place this lead in the middle of the funnel. These leads are ready for your full pursuit.
## Building Your Sales Funnel
A good sales funnel allows you to understand your own sales team and its performance. Use it to see your customers’ behavior and motivations. If you don’t have a sales funnel, here a few guidelines to help you build one:
### Know Your Buyer
Understanding your customer is the foundation of your sales funnel. Conduct surveys and reference market studies to learn interests and behavior. This knowledge helps you to differentiate yourself and communicate more effectively and empathetically with your buyers.
### Focus on Quality, Not Quantity
Effective sales efforts aren’t about talking to as many people as possible. They’re about focusing energy on the leads with the most potential to convert into sales. Your sales funnel should move low-quality contacts out of the flow as soon as possible to enable higher quality ones to more freely move forward through the sales pipeline stages.
### A Happy Sales Team = A Healthy Business
Revenue is the lifeblood of any business. And who brings in the revenue? The sales department. It’s critical to train your sales reps in a way that optimizes the sales motion, while at the same time fostering a culture of innovation, learning and customer satisfaction.
Another crucial aspect of your sales team is hiring and training the right people. Hire motivated individuals with diverse experience and abilities.
### Prospecting: Where Sales Funnels Begin
You don’t need to wait for inbound marketing leads to getting your funnel moving. Generate activity. You can do this through prospecting tactics like referrals, conferences, and cold calling.
## Managing Your Sales Funnel
Identifying and filtering interested leads is a challenge. A successful sales funnel tags potential sales qualified leads that will convert to paying customers. If your funnel is too complicated, it may actually hurt your business. Read on for ideas on how to keep your sales funnel running buttery smooth.
### Give Adequate Training
Your sales organization should always be learning. Regular training applies to all levels, not just the newbies. Stay in the know with the latest techniques. Allow your team to share knowledge and experiences.
### Focus on Qualified Leads
Passing unqualified leads onto the sales organization is wasteful. Most of these leads will never turn into sales. A smaller, more focused pool of leads offers the sales team a better use of time, energy and resources. It also increases the chance of making a sale.
### Leverage Your CRM
Your CRM (customer relationship management system) is the sales funnel concept made tangible. It allows you to follow customers along the journey. It also simplifies the sales flow by automating tasks such as email marketing segmentation and the sending of emails. Your CRM will also help you measure each stage of the funnel using detailed statistics and analytics.
A CRM should not take attention away from the core sales process. Use it to help execute your sales strategy, measure progress, and automate workflows.
### Unclog the Funnel
Sometimes the sales pipeline stages can get clogged. These clogs happen when a sales prospect encounters a roadblock that either derails them from moving forward through the sales funnel or it causes them to become stuck in the [sales funnel stages](https://aktify.com/revive) they are currently in. Ideally, the sales process is fast, easy and smooth. However, this is often not the case. Though one can carefully plan for and develop ways around potential prospect roadblocks, there is no fool-proof way to prevent them. If you’re wondering what some of these roadblocks are, here are some examples:
- Bad contact info
- Poor brand experience
- Poor marketing communication
- A competitor has the more attractive offering
While in many cases, leads stuck in the sales funnel are seen as lost causes, this is not always the case. There are ways to save these sales qualified leads and get them un-stuck. In fact, these “dead” leads can turn into a valuable, loyal customer when all is said and done.
The first step in sales funnel management is to become familiar with the sales funnel and sales funnel stages or pipeline sales funnel stages. When sales funnel management is done effectively, a sales qualified lead will progress through the lead funnel. Sometimes, however, the sales funnel can get clogged and a sales qualified lead will stall. These “dead” leads, however, can be saved and be turned into profitable customers.
### Use Aktify for Stalled Leads
There are some leads who never progress through the sales funnel stages, yet they could still qualify. They’ve stalled for some reason, and you don’t know why. Most companies put stalled sales qualified leads on ice because they don’t know what to do with them. Let Aktify find out why they’ve stalled. Plus, we revive the ones who are still interested. To learn more, [click here](https://aktify.com/).
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## Why You Shouldn't Give Up on Stalled Leads
URL: https://aktify.com/blog/why-you-shouldnt-give-up-on-stalled-leads · Published: 2019-05-06 · Category: Lead Generation
Your sales team gets a sales qualified lead that has great potential to convert at the end of your company’s lead funnel. That lead seems to be going through the sales funnel stages smoothly. Then they suddenly seem to drop out of the funnel before they reach the conversion stage. A sales deal that was on track to close in a timely manner now seems to come to an abrupt halt. Depending on the size of your company, your sales rep may choose to simply give up on the lead and move on to the next sales qualified lead. This decision to no longer dedicate time and resources to a “lost cause” seems like a reasonable one. However, is it the only one? Is it ever worthwhile to pursue [stalled leads](https://aktify.com/revive)?
**What is a Stalled Lead?**
Stalled leads are often frustrating and stressful. They are what many sales people dread and try to avoid. In a nutshell, a stalled lead is sales qualified lead that fails to progress through the sales lead funnel. A lead can stall at any point on the sales funnel. However, a sales qualified lead is more likely to stall in the earlier sales funnel stages when there is less of a commitment. A few leads can stall at the later stages, which can cause the greatest angst for your sales team.
**What Causes Stalled Leads**
There are a variety of reasons why a sales qualified lead can stall. Some of the reasons can be mitigated and prevented by a solid sales strategy and process. Others are outside of your sales department’s control. Some of the most common reasons leads stall are:
**A Poorly Developed Sales Process.** If you think that your sales person can make a lead convert in a matter of a few days, you’ll be disappointed. The sales process is a relationship. Trust must be formed as well as communication and give and take on both sides. As you take the sales qualified lead down through the different sales funnel stages, he or she should become more comfortable, confident and excited to do business with you. Developing a sales process guides and directs each member of the sales team and teaches them how to proceed with prospects through the sales funnel in the most effective way. When there is a formal sales process in place, it is easier to pinpoint trouble areas and make improvements while not completely deconstructing your funnel.
If there is no sales process or if it isn’t great. It won’t be effective in resulting in conversions. Likewise, there will be more gaps in the process where there is a greater chance for miscommunication, lack of follow-up and leads either falling through the cracks or stalling.
**Sales Process Isn’t Followed.** There are some overly ambitious sales people out there who rush sales qualified leads through the sales funnel in order to get a faster close. This often involves the skipping of [sales funnel stages](https://aktify.com/your-conversion-funnel-leads-may-have-a-second-chance). While it is commendable to get sales to close as quickly as possible, the rushing through the funnel and bypassing funnel stages only results in disaster. The leads will either walk away from the deal or they will stall. Remember, it is a process to convert sales qualified leads. The funnel and sales funnel stages are designed to gradually move the lead to convert. Skipping stages can confuse or intimidate the lead and they will stall.
**A Poor Value Proposition.** What sets your company apart from your competitors? What value do your products or services offer to customers and clients? If you can’t confidently answer these questions, sales qualified leads will think twice about signing a contract and doing business with you. When your sales personnel can’t clearly communicate your company’s value, prospective leads will stall or worse, choose to work with a competitor.
**You Allow the Prospect to Control the Sale.** Regardless of whether the [sales qualified lead](https://aktify.com/about) is your dream client or you’re eager to gain your first customer, sitting back and letting the lead prospect call all the shots is a recipe for disaster and stalled leads. While you may think you’re being nice, you’re forfeiting your value to the prospective customer. The sales qualified lead likely doesn’t know much about the sales process or sales strategy. They may know what they want, but they don’t know the steps to take to achieve those desired results. Unless your salesperson steps in, the sales lead will wind up confused and overwhelmed. This anxiety and lack of guidance and direction can make them stall.
**Failure to Get Everyone on the Same Page.** Most business decisions require approval from multiple people in leadership at a company. Just because the qualified sales lead wants to work with you doesn’t mean other decision makers of their company are on board. The lack of consensus among a company’s leadership can cause leads to stall. Sales people who communicate with all the decision makers of a company instead of just the sales prospect, are more likely to build that consensus in order to keep the sale moving.
**External Events.** Sometimes a lead stalls for reasons outside the sales person’s control. Company shake-ups, resigning or retiring leadership and financial issues are common circumstances that can cause a lead to stall.
**The Value of Stalled Leads**
While the value of each lead may be different for each company and industry, every prospect, including stalled sales leads have the potential to become customers and increase the profitability of the company they do business with. Depending on your company’s size and the value of your products or services, stalled leads can be worth a few hundred dollars to tens of thousands of dollars.
Just because a sales lead has stalled doesn’t mean they are a lost cause and a missed sale. Additionally, that missed sale also means a company missed out on gaining a potential repeat, loyal customer. [Stalled leads can be “revived”](https://aktify.com/blog/the-most-effective-ways-to-reach-unresponsive-leads) and continue their process through the sales funnel. Whether the stalled lead is a result of lack of communication or follow up or hesitancy by the prospect, Aktify can help your company revive those dead leads and make them into converting customers.
We have helped many business generate revenue and profit from their stalled leads. To learn more about our services and how we can help you revive your dead leads, please contact us.
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## What is a Sales Qualified Lead?
URL: https://aktify.com/blog/what-is-a-sales-qualified-lead · Published: 2019-04-11 · Category: Industry Insights
Sales qualified leads. What are they and how are they different from a marketing qualified lead? How do these leads have anything to do with your marketing strategy?
These are common questions asked by new marketing professionals. If these are the same questions you’re asking, you’re not alone. We hope you’ll gain a better understanding of a sales qualified lead by the end of this post.
Let’s get started.
**Sales Qualified Lead vs. Marketing Qualified Lead**
Sometimes the term [sales qualified leads](https://aktify.com/) and marketing qualified leads are used interchangeably. While they are related in that they represent two stops of the customer journey through a company’s sales funnel, they are different.
**Marketing Qualified Leads**
Marketing qualified leads (MQLs) are lead prospects that have been nurtured through the efforts of your marketing strategy. The goal of the marketing strategy is to boost brand awareness and credibility. Social media, newsletters, enewsletters, email marketing, mailings and mailers, blogging, SEO and signage are common marketing tactics to get the attention of marketing qualified leads.
**Sales Qualified Leads**
After the most promising marketing qualified leads make it through the marketing funnel and are vetted, they are handed off to the sales team to lead them through the sales funnel and into paying or converting customers. It is at this hand-off point that a marketing qualified lead becomes a sales qualified lead.
Unlike with a marketing qualified lead where the goal is to simply spread awareness and relationship building, a salesperson is to make a sales qualified lead into a converting customer who makes a purchase. Presentations, phone calling, text messaging, emailing, and meeting scheduling and follow up are common sales tactics.
**What Makes a Good Sales Qualified Lead**
**Sales Funnel Stages**
The typical sales funnel contains four to six or more stages. The exact variation will be determined by your specific company. If you’re unsure what your company’s sale funnel looks like, you can likely bet that it has six stages as this is the most common type of sales funnel. These six sales funnel stages are as follows:
Awareness: At this first stage, [sales leads](https://aktify.com/fea%20tures) know little or nothing (if the marketing department did a poor job at vetting the prospect) about your brand, products or services. At this point, the sales qualified lead is far from making a purchasing decision. They are still learning about your company.
Discovery: During this stage, the SQL’s interest is piqued and they want to learn more about how your products or service can help solve their problem. This is a great time to set up initial meetings with the prospect.
Evaluation: At this stage, the sales qualified lead is evaluating his or her options. They have probably gotten quotes and proposals from other companies in addition to yours.
Intent: It is at this stage that negotiations take place. The SQL has made the decision to do business with you, but wants to be sure of the accuracy of your proposal and that you’ll offer all you promised.
Purchase: Here, the SQL converts and makes a purchase. They are now a paying customer. However, the sales journey isn’t quite over yet. There is one important, final step.
Follow-Up: After a customer makes a purchase, it’s now time for the salesperson to follow up with the customer in an attempt to make him or her a loyal customer who will make repetitive, future purchases. This is only possible through continued interaction and communication with the customer.
A sales qualified leads is a marketing qualified lead that has been carefully vetted by the marketing department. Once the lead has been handed over to the sales department, it becomes a sales qualified lead.
In order to get a sales qualified lead to make a purchase, a relationship must be carefully nurtured. The nurturing of this relationship is visually represented in a sales funnel. The most common sales funnels have six stages encompassing awareness, evaluation, purchase and follow-up.
Sometimes your sales qualified leads can “fall through the cracks” while going through the sales funnel. Many people however, forget about these “dead” leads. At Aktify, we can help you revive these dead leads. [Contact us](https://aktify.com/contact) today to learn more.
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## Importance of Content in Marketing
URL: https://aktify.com/blog/importance-of-content-in-marketing · Published: 2019-04-04 · Category: Industry Insights
Your company is about to embark on a new [marketing strategy](https://aktify.com/features) to get more visibility and sales from the website. It can be tempting to dabble and experiment with colors, fonts, images and graphics. After all, it is colors and interesting images and graphics that catch people’s attention, right? People aren’t going to want to read a bunch of content.
Content, however, plays a big part in a successful marketing strategy. Here are some ways content can help your company get more marketing qualified leads and make your marketing strategy meet its sales goals:
**Why Content is King**
The phrase ‘content is king’ isn’t anything new in digital marketing. For years, marketers have emphasized the importance of high-quality online content. Why?
**Content Enhances the Look of Your Website**
You may think that all the high-quality images, complimentary color scheme and impressive graphics and animations are what it takes to make your site look professional and impressive. However, what was the impression you got when you visited a website that was image and graphic heavy with only a few short lines of text? You probably felt confused and disappointed. You may even doubt the brand’s credibility and authority in their market because anyone can throw a few vague sentences on a topic on a website.
There is also the obvious, awkward “empty” spaces on a website if not an enough, substantial content is present.
If you want people to see your brand as legitimate and professional, you’ll need substantial, high-quality content.
**Content Gives People the Information They’re Looking For**
Why do people type in search queries into Google? To find information and answers to their questions. Additionally, consumers want the exact information they’re needing immediately. They won’t go spend the time bouncing from one website to another. That’s what search engines are for.
Your website visitors are in a hurry, and likely, on the go doing a quick search on their smartphone. If they stumble upon your website and see the sparse, low-quality, vague or even missing content, you can be sure they’ll go to one of your competitors websites in the blink of an eye.
If you give people the information they’re looking for, they will stay on your website and will be more likely to convert into a customer or subscriber. They will more quickly label you as a trusted expert and will likely return to your website when they have further questions on that particular topic.
**Content Improves Search Results Rankings**
Besides looking more trustworthy and professional to consumers, websites with a lot of high-quality content also appease search engines. These search engines (aka Google) have algorithms that determine the ranking, or order in which websites appear in search results. Those towards the top of the results are the ones consumers will more likely visit as, once again, they are in a hurry and want what they’re looking for ASAP. Why would they waste time scrolling down to check out websites further down the rankings when those at the top are deemed most likely to have the information they’re looking for?
You can’t expect your website to rank high on these search result listings if you don’t have quality content. In fact, content is a significant ranking factor in the search engine’s ranking algorithm.
When it comes to marketing and sales, content helps your website get in front of the eyes of your targeted audiences. This is done through keyword research and interspersing those keywords throughout the content. If you don’t have content, or enough content, you don’t have anywhere to place those keywords.
However, it is important to not only focus on writing for search engines. Over-stuffing the content with keywords and having sparse, low-quality content can cause your site to get penalized which hurts your search results rankings.
Use keywords sparingly and write high-quality content that users will find useful, valuable and credible. As Google continues to improve the search experience, the quality of a page’s content is becoming an increasingly stronger algorithm ranking signal.
With great, quality content, you improve your website’s chances of getting ranked higher in search results, which mean more eyes on your website and greater online visibility for your brand. This in turn, produces more marketing qualified leads which can turn into [sales](https://aktify.com/).
**Good Content is Shared**
A website with good content will not only have search engines helping to boost their online visibility. That same great content will also more likely be shared by others on social media, blogs and forums. Content that establishes your brand’s authority on a subject can get the attention of bloggers and influencers who may reference and link to your website or blog. Additionally, people who find your content and enjoy it will more likely share it on social media, whereby increasing your webpage’s and blog’s online visibility even more.
Without content, you won’t pique people’s interest and compel them to share and get the word out about your brand, products and services.
Content is important in marketing because it ultimately results in more customers, brand ambassadors and sales. It gets your brand out there online and is what will truly separate your website and brand from all the many others out there.
At Aktify, we can help your marketing strategy get more marketing qualified leads as well as help your prospects move through the email marketing funnel by reviving your dead leads. There are multiple ways we do this such as through text messaging and giveaways. [Contact us](https://aktify.com/contact) today to learn how our service can work in conjunction with your content marketing strategy to help you get more sales.
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## Using Data to Create Marketing Campaigns
URL: https://aktify.com/blog/using-data-to-create-marketing-campaigns · Published: 2019-03-28 · Category: Industry Insights
Data is more important to marketing campaigns than ever before. Whether you’re a B2B or B2C company, your customers now demand and even expect personalized marketing messaging that appeal to their unique, specific needs. No longer can marketing teams make campaign decisions based on hunches or guesses.
The word data may seem daunting and complicated. However, knowing which [data](https://aktify.com/why-data-is-so-important-in-sales) to analyze, how to analyze it and how to implement it into one’s marketing campaign can make the handling and interpretation of data more manageable.
**What Data to Look At**
Whether it’s your first marketing campaign or the first time you’re using data in your campaign, it can be intimidating in figuring out what data to focus on. It can also be frustrating in trying to measure or interpret your data. Since each business is different in its industry, targeted audience and marketing strategies, goals and objectives, it is important to keep your company’s goals, mission and culture at the forefront when discerning which data metrics to analyze.
To help you get started, the following data metrics are good, foundational statistics to gather and analyze:
- Audience demographics and behaviors (especially online activity)
- Email open, click-through and bounce rates
- Interaction with your brand’s social media pages
- On-page website interaction
- Conversion rate
- Number of leads and the needs of prospects at each stage of the sales and marketing funnels
- Number of “dead” leads
Before planning your marketing campaign, it helps to first create personas that represent the ideal person in each of your targeted audiences. As prospects progress through the marketing and sales funnels, they will require different messaging and communication mediums. A/B testing, surveys, interviews and focus groups are great ideas to get feedback from customers about how your company can improve on its marketing campaign outreach.
Keeping an eye on certain patterns and trends in your audience behavior such as the times and days they tend to open email, visit your website or interact on your company’s social media pages, the type of content that gets their attention and causes them to click to and stay on a page or interact on social media and the type of social media platforms your audience are active on can give your marketing team a better idea of when and what to post and where to post to get the best response and interaction.
**Marketing Campaign Elements**
Whether it’s your first marketing campaign or you’re in need of a refresher, below are the critical elements you need for a successful marketing campaign:
- A targeted audience(s)
- A hefty contact list
- Value proposition
- Call-to-action
- Appropriate message delivery
- Follow-up
For a successful marketing campaign you need to start off with a clear understanding of who your target audience is. During the course of the campaign, it isn’t uncommon for changes to be made as you analyze your data. After a campaign is over, it is important to follow-up and look at data in the form of analytics. Look at what went well as well as the areas where improvements can be made.
**Putting the Two Together**
Having a good idea of what data and metrics to look at before, during and after implementing your marketing campaign and double-checking you have all the elements of a successful marketing campaign elements, it’s now time to put the two together.
As mentioned earlier, gone are the days where you can send out mass emails using a generic template at a time that is convenient for you. More marketing is also going online, so if you’re relying heavily on print marketing elements like brochures and newsletters, you may need to diversify your marketing methods (unless print media is what elicits the best response from your targeted audiences). A marketing qualified lead at the beginning of your sales funnel should not get the same messaging and information delivered the same way as a lead near the bottom of the funnel.
The goal of the marketing campaign is to bring about brand awareness and authority. When leads learn about your company, you should make an effort to make them progress through the [marketing funnel](https://aktify.com/blog/page/2) to be handed off to a salesperson to walk them down the proverbial sales funnel.
**Put yourself in your customer’s shoes**. Whether you’re selling a product or service to consumers or businesses, take time to put yourself into their shoes. What are their needs and wants? What do they like or find interesting? What are their pain points? Learn about your targeted audiences and how your company can solve their problems and meet their needs. Afterwards, come up with a couple fictional buyer personas.
**Do keyword research and market research beforehand.** Your marketing campaign will entail emails and social media to draw attention to your brand and your brand’s website. This is where site optimization comes in. Search engine optimization is a series of tactics that increase your website’s online visibility by getting search engines to rank it high in search results. The higher the ranking, the greater the visibility and more clicks to the website. Before you dig deep into SEO, the first thing to do is research the keywords you want your website to rank for.
Before you start your marketing campaign, conduct some market research on your targeted audience and what your competitors are doing.
**Choose your timing carefully.** Your audience data as well as data from interactions with your website and your email blasts can open your eyes to the peak time to send emails and post something on social media. The same data can let you know which message delivery method works for your different audiences. You’ll also be informed as to the type and style of website, blog, email, print and video content best resonates with your audience.
**Diversify your content.** A blog post will have different content, structure and feel than website content or a newsletter. Each prospect is along the same sales funnel, but at different layers. As a result, they will have a different mindset, questions and concerns. The same content, therefore isn’t sent out to someone just entering the sales funnel and someone at the end of the buyers journey, just about to make a sale. Your prospects and customer at both ends of the email marketing funnel require unique, distinctly separate messaging
**Utilize marketing automation software.** Marketing automation software can help you work smarter and more efficiently in leading prospects through your email marketing funnel. Whether it’s the first email or a follow-up email, the timing and content need to be appropriate to where the prospect is in the funnel. [Marketing automation](https://aktify.com/automation-in-marketing-and-sales-why-you-need-it) can organize and segment your prospects and can be set up using a variety of templates. Each template can feature different content and collateral (i.e. newsletter vs. ad vs. social media contest) to be sent out automatically to different prospects along the email marketing funnel. Many marketing automation software also enables you to adjust the frequency of your emails and can schedule when emails are sent. Most social media channels also have a scheduling feature so you can be sure to send your messaging to your audience at a time they will most likely see it.
**Conduct follow-up with the intention to increase loyal customers**. A sale is great. Repeated sales from the same loyal customer is even better. Don’t stop when the sale is all said and done. Follow-up with the customer and incentivize them to join a loyalty program. Loyal customers will be the ones you can count on to make repeat purchases as well as be your brand ambassadors.
A marketing campaign can bring about increased brand awareness and visibility. Successful marketing campaigns guide a marketing qualified lead through the marketing and sales funnels. To start one’s marketing campaign off on the right foot, it helps to know what data to analyze. Data backed marketing strategies and campaigns have become the new norm and standard as the customer, not the company is becoming more powerful in the purchasing equation. Knowing your audience, having a call to action and great follow-up are a few essential components of a great marketing campaign. Using data to get a clear picture of your audience and their behaviors are among the most essential, fundamental pieces of data to have for marketing purposes. Using data to guide your marketing campaigns will make them more likely to succeed.
At Aktify, we utilize automated and real sales techniques to help the marketing campaigns of our clients succeed by helping them revive their “dead” leads. To learn how we can help your business, please [contact us](https://aktify.com/contact) today.
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## Automation in Marketing and Sales - Why You Need It
URL: https://aktify.com/blog/automation-in-marketing-and-sales-why-you-need-it · Published: 2019-03-14 · Category: Industry Insights
Automation. Many businesses hail the time-efficiency it offers in its marketing and sales. As great as automation is to one’s [sales funnel management](https://aktify.com/), there are some areas, such as social media management where automation has mixed reviews. While some sales and marketers like the time it saves, others claim that the automated responses and interactions with customers make the company seem impersonal and unsympathetic to the needs of the individual customers.
There is a fine balance between maintaining good, personal relationships with customers and using one’s time efficiently through automation. In fact, successful companies rely on both. The [golden rules of marketing](https://aktify.com/blog/the-gold-and-silver-rules-of-marketing) can still be followed with automation, and help out with your goals. If you’re a sales or marketing professional who thinks that the automation of your sales funnel management or email marketing funnel will jeopardize those crucial relationships with customers and remove a layer of personableness from your brand, here are some ways automation can help your business succeed:
**In Marketing**
As mentioned earlier, automation can help with monitoring client progress through your company’s email marketing funnel. Automated email programs enable you to sort your email list and come up with standardized templates for each stage of the buyer’s journey. Email marketing automation programs can also be set up to automatically send emails at a predetermined date and time so you can reach your customers and prospects at the time.
The tedious, monotonous tasks of posting on social media can also be helped through automation. Social media calendars can be pre-built and like email, posts on different social media platforms can be scheduled to be posted in advance.
Automation can help save your employees time to work on other tasks instead. This automation of email marketing and social media marketing is especially useful for small businesses and start-ups with limited number of employees and manpower. It makes employees more efficient, getting more tasks done. Email marketing automation also helps your company save money and improve the effectiveness of one’s email outreach.
**In Sales**
Automation tools have long been a favorite in sales because of the variety of processes that can be automated. For instance, automation can map out buyers journeys, rate leads, attract qualified leads and better ensure the positive progression of those qualified sales leads. Sales automation frees up the precious time of your salespeople by doing many of the menial, monotonous sales funnel management procedures. It allows your sales and marketing teams to identify marketing qualified leads that are more likely to convert, making better use of the salesperson’s time.
**In Loyalty Programs**
Just as automation can help rate, or score prospects into sales and [marketing qualified leads](https://aktify.com/features), it can also help you identify your loyal customers and brand ambassadors. Marketing automation can help you quickly and easily entice customers into joining your loyalty program through exclusive deals and offers that you set up in your email and/or social media marketing strategy. Deals and offers are great ways to build a solid, loyal customer base.
**In Customer Data**
Automation makes it possible for one to have detailed customer data at his or her fingertips. One can easily access a customer’s demographics, their interests, activities, marital status, purchasing habits, pain points and income. This valuable information can help your marketing and sales teams to better serve advertising, marketing and sales messages to that specific customer. With targeted messaging, customers are more likely to be responsive and make the desired conversion.
Automation can also use customer data to segment customers along the marketing and sales funnels so your marketing and sales teams can more efficiently and accurately nurture marketing qualified leads.
Automation using customer data ensures the right messaging reaches the right customers and that your marketing and sales teams aren’t wasting time with customers that aren’t likely to move through the sales funnel and convert.
**In Measurement and Analytics**
A business can’t become more successful if it doesn’t know which of its marketing and sales techniques are and aren’t working. Automation can help shed light on what your company is doing well and what areas need improvements to take it to the next level and meet its sales and marketing goals. Marketing and sales automation software give you the ability to see how much time, resources and money are spent on campaigns and even on each customer. Automation can also inform you of how much each customer spent and how long it took them to convert. You can gain great insights into your sales funnel and identify trouble areas where leads get stalled so you can improve your sales funnel management.
Knowing what works and what doesn’t work using automated data can help your business make better, more informed decisions and alterations to your sales and marketing strategies so that your employees work more efficiently and get more sales.
Whether its concerning your sales funnel management or getting prospects through your email marketing funnel, automation can make your marketing and sales teams more effective and efficient in bringing about conversions. It also helps them make better use of their time, making them better employees.
Besides automation, the professionals at Aktify, can help your company bring in more sales. While we can’t automate your sales process, we can help resurrect your dead leads. To learn more about us and our successful process of reviving dead leads, [contact us](https://aktify.com/contact) today.
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## Why Data is So Important in Sales?
URL: https://aktify.com/blog/why-data-is-so-important-in-sales · Published: 2019-03-07 · Category: Industry Insights
For a long time, sales and data have gone hand in hand with each other. You simply can’t excel in sales without data and you can’t have accurate, substantial data without making successful sales. While sales must start off without data, over time one should be improving the conversion rate of one’s sales by gathering and analyzing previous sales data. Even if your company is brand-spanking new and you’re about to start your first sales campaign, one can do some research about successful sales techniques used by other companies in your industry or niche, your desired target customers, and tips and tricks from a plethora of sales blogs, forums, networking events and websites.
**Why Data?**
If you’re a new salesperson, you’re likely biting at the reins to get started making those phone calls, locking in deals and bringing in the commissions. You don’t understand the necessity of data in successful selling. As far as you’re concerned, the more calls you make, emails you send and ads posted on the website, the greater your chances you’ll have to get conversions. Unfortunately, many new and experienced salespeople have this mindset. However, the key to successful selling isn’t working harder, but smarter and more efficient. This is where the collection and analyzing of sales data comes in.
**Data Can Segment Customers and Their Data**
Data can help you learn much valuable information about your prospective customers including age, gender, marital status, occupation, location, shopping habits, where they fall in the company’s [digital marketing funnel](https://aktify.com/features) and more. The information data arms you with enables you to segment customers in a way that you can easily identify and go after those customers that make for the best sales qualified leads and are most likely to convert into sales. Additionally, data can also help businesses calculate each customer’s lifetime value, allowing salespeople to focus on the most promising leads.
This segmenting customers into those that are most profitable to your business can’t be done by blindly making mass calls or emails.
**Data Allows Companies to Adjust to Customers’ Needs**
In sales, customer retention is just as important as attracting new customers. Retention, however, is often a much harder feat. If one’s only follow-up communication with a previous customer is over the phone or email, it can be hard for the salesperson to know the customer’s current needs and are therefore, unable to market a product or service to meet the new needs and wants.
Data on the other hand can help assess a customer’s needs and enable the company to better anticipate customer problems and offer solutions.
**Data Can Indicate What is or Isn’t Possible**
There isn’t anything wrong with dreaming big. In fact, the business world encourages the setting of high goals and expectations, only if they are realistic and feasible. If you have lofty sales goals, sales data can help give you accurate insights as to what can and what can be achievable. Data provides baselines from which to start at which is important when coming up with realistic goals. For instance, you can’t set a goal of making 100 sales in a quarter when data has shown that you only made an average of 50 sales per quarter the last three years.
**Data Can Give Context to Prevent Hasty Decisions and Errors**
Sales data goes beyond simply conveying numbers. It communicates information. However, data can be easily manipulated and misrepresented. Salespeople can easily cherry-pick favorable data while ignoring negative data. People can also become too involved in the details of the data that they miss seeing the bigger picture of a success or failure.
Whether it’s one-sided, positive information or the devil in the details, both ways of misunderstanding and misrepresenting data can lead to hasty decisions and mistakes.
When using data, it’s important to look at the whole picture, including the good and the bad. It is also highly important to have a broad, top level view of the data. By doing these two things, you’ll find that the data gives great context to why one’s sales strategy is or isn’t working and whether these outcomes are the result of a temporary glitch or outside force or t will be something long-term and possibly something to quickly adjust.
Data is more important to sales than what many recognize. Data can greatly improve the flow and conversions at every step of a business’ digital marketing funnel from sparking the interest of a possible customer to a customer converting with a purchase of a product or service. Sure, one can try executing a sales strategy that isn’t based by data. However, it won’t be nearly as effective or efficient in bringing conversions. Data can do many things in helping one’s sales strategy from identifying a sales qualified lead, to helping the company adjust to the changing needs of customers in order to retain them for future purchases.
There are multiple sales analytics data tools out there. At Aktify, we help business clients attract highly [sales qualified leads](https://aktify.com/), satisfy the needs of current, returning customers and even revive “dead” leads through the use of a highly skilled and dedicated sales team that tracks leads through the sales funnel and presents unique, stage-specific sales techniques to them that has been proven to move leads onto the next sales funnel stage. Whether you have a sales data analytics system that isn’t giving you the thorough information you need to enhance your sales or you don’t have any kind of data collection and analysis software set up, Aktify’s sales data analysis system can help.
If you want to better the effectiveness of your sales in a way that you work smarter, not harder, contact us at Aktify today to learn more about our sales products and services.
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## The Importance of Persistence With Stalled Leads
URL: https://aktify.com/blog/the-importance-of-persistence-with-stalled-leads · Published: 2019-02-27 · Category: Lead Generation
It is often stressful and frustrating when you come across a lead that initially showed interest in connecting with your brand and looked like a promising lead to make a purchase, but then disconnected and “went dark,” so to speak. The sales qualified lead you hoped for suddenly stopped progressing through the sales funnel stages and ultimately abandoned their purchasing decision.
You’re aware that there are many factors at play that would cause a promising lead to fall by the wayside and stop progressing through the lead funnel. Maybe they just got busy and forgot to resume their purchasing decision or maybe they weren’t yet ready to make a purchase.
It can be frustrating and disheartening when you think you’ve hooked a qualified lead that will lead to a conversion or purchase only to have them either suddenly or gradually “back out” of the deal. Whether you’re part of the sales team or not, the stalled leads can make one feel like a failure and seek out changes and improvements in one’s sales process.
**Persistence, Persistence, Persistence**
It is surprising how many salespeople give up on a sale prospect after only the first phone call or email. In fact, it takes between five and seven follow-ups with a sales lead to get a sale or conversion. It is a good idea to have a sales plan in place and to train your salespeople on your company’s sales strategy.
What makes a good sales strategy?
The first thing to iron out is the overall goal of the sales process and the end-results of each of the [sales funnel stages](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-1-create). For instance, those in the consideration stage should be followed up with different messaging and through different modes of communication than those serious about making a purchase or those that are simply curious.
Once you have the distinct stages of the sales funnel established and what the conversion goal is for each stage, craft the messaging for every point of contact with the prospect at each stage of the sales funnel. [Hubspot](https://blog.hubspot.com/sales/sales-statistics) compiled some sales numbers that are helpful in painting a picture of what to do and what not to do to prevent stalled leads. When it came to messaging, it was important to be aware of what words are spoken (or written if in an email), the tone and reading difficulty, the number and types of questions asked when calling a prospect for the first time, the length of the email, the promptness of the follow-up and submission response and the utilization of video. You might want to try conducting some A/B testing to see what type of content and wording/tone works best for engaging your prospects and getting them to convert.
Thirdly, know how frequently to follow-up and what to say during the follow-up. As Hubspot found, the first follow-up contact needs to be done within an hour after the first meeting/conversation. Within a week, two follow-up emails or phone calls need to be made. Subsequent follow-up efforts should be done once a week. If the lead is still stalled after the sixth time, once a month follow-up is needed. If you never get a response, prepare a “break up” email detailing how you’ve been trying to contact the client and provide one last push of the product or service.
Timing is important for both phone calling and email prospects. Most prospects are more open to talking in the morning or at lunch time. When it comes to email, most that is read around 50%) is read between the hours of 5 and 6 am.
When it comes to messaging, it’s a good idea to do a soft ask first and slowly build-up your asks as your relationship with the client grow. It’s also a good idea to get the prospect’s contact information on the first conversation.
While there are many tips, tricks and resources available to help salespeople avoid stalled leads, the most effective thing you can do is to be persistent and not give up. Salespeople who promptly and consistently follow-up (without being aggressive or annoying) have the best success with stalled leads. If you do have stalled leads and don’t have the sales team or resources to follow-up with your stalled or dead leads, [contact us](https://aktify.com/contact) at Aktify today. We have a dedicated sales team that has experience to effectively revive dead or stalled leads into sales qualified leads that result in sales. We would love to help your business utilize as many leads as possible, even the dead ones, as they all have great potential to help your business succeed.
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## Utilizing Influencers for Lead Generation
URL: https://aktify.com/blog/utilizing-influencers-for-lead-generation · Published: 2019-02-14 · Category: Industry Insights
You’ve maybe heard of influencers. They are the well-known bloggers, celebrities and super-shoppers. They are the super fans, “experts” and critics others listen to. For some well-known influencers, the size of their following can easily make or break any company or brand.
Does your company or brand have such powerful, loyal customers who have many followers that regularly share and advertise their excitement and satisfaction of your brand, products or services? If you don’t, you are missing out on a great lead generation opportunity for your pipeline sales.
**How to Engage and Utilize Influencers**
Maybe you have a new startup company and haven’t yet built-up a substantial customer base. Maybe your small company has been around for years, but you don’t know who your influencers are or never thought much about utilizing influencers.
While it may seem like your company doesn’t have an influencer, take another closer look. As you’ll see later in this article, your brand has multiple influencers right under its nose that you may not be aware of. Regardless of whether the influencers are a big name with hundreds of thousands of followers or an unknown average joe with less than a hundred followers, every company has at least one influencer.
Identifying who your influencer (s) is/are is the first step. Once you know who they are, you can come up with an influencer marketing plan to reach out to them and get them more involved in your lead generation.
Utilizing influencer marketing for lead conversion and for generating [marketing qualified leads](https://aktify.com/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know) leverage the influencer’s number of followers, the authentic, trustworthy, regular engagement between influencers and their followers and the expertise and knowledge of the influencer in order to amplify the company’s image, brand and messaging.
Influencer marketing strategies may seem straightforward, but they involve much time and thought. You’ll need to communicate with the influencer and come up with some sort of perks and content to get them interested. Keep in mind that the influencer has taken time to create their following and if you request irrelevant, salesy content, the influencer may choose to turn your offer down.
If you’re not sure who the influencers for your company are, there are some tools available to help. Some of the top ones include: Buzzsumo, Klout, Kred, Revfluence and Traackr.
1. **Utilize Employees**
Your company’s employees are some of the best influencers you have. Not only are they passionate about your brand, they are also familiar with how your company’s products and services work. Try to set up an employee reward system that encourages employees to share pre-written content about the company on their [social media channels](https://aktify.com/blog).
1. **Use Customers to Advocate for Your Brand and Products **
Happy, satisfied customers are an invaluable asset and resource your company can use for its influencer marketing strategies. Instead of looking for only the popular, most active influencer, spread the involvement around to multiple happy, loyal customers. Chances are, your brand influencers are a part of this customer group anyways.
Create a streamlined process through which you can ask customers to share their experience with your product, service or brand via print such as an email or in a short video. You can use these materials in one’s marketing and sales material to garner marketing qualified leads that result in better lead conversions.
1. **Look for Relevant Micro-Influencers**
It is the dream of every company to get endorsed by some uber famous influencer who has millions for fans and subscribers. However, an influencer with a bigger following isn’t always better nor is it always realistic to go after these mega influencers. Instead, aim for “micro-influencers” who have between 10,000 and 100,000 followers. These influencers don’t have the large number of followers, but they are better and more personally engaged with their followers. These “micro-influencers” have better engagement rates which can make them a more valuable lead generation tool for your company.
Before you go and market every one of your company’s “micro influencers,” do some research about their relevancy. These smaller influencers have a distinct personality, passion, style and type of content shared with their audience. They are close to their audience and followers and when they start featuring unrelated content that is merely for advertising and sales, they can lose some of their hard-earned followers.
Look for “micro influencers” whose passions, interests and values align with those of your brand, products and services. Additionally, do some research on each influencer to validate their expertise.
1. **Allow the Influencer to Use Their Unique Voice **
Followers have come to love and expect certain content from an influencer and influencers know what kind of content interests and is of value to their followers. To boost your pipeline sales and lead conversions, let influencers craft and share your company’s sales and marketing content. Simply inform the influencer of your brand’s objectives and expectations and let them do the rest. It’s a great way your company and the influencer can build and maintain trust with followers and provide authentic, relevant content followers would enjoy.
1. **Utilize Influencer Reviews **
When influencers speak, their followers listen. This is because influencers are seen as authentic, trustworthy and credible. If an influencer goes public with a glowing review of your brand, product or service, share the heck out of it. You can also encourage influencers to write positive reviews by offering free samples for the influencer to try or ask for affiliate links or discount codes when your brand is mentioned in a blog post. With these links, the influencer can also get a cut of the sales, whereby solidifying your company’s relationship with the influencer.
1. **Do Some Guest Blogging**
Swap content and space on your company’s and influencer’s websites and social media channels through guest blogging. Work with the influencer to come up with blog topics that will resonate and interest the influencer’s followers. Conversely, reach out to influencers and ask them to write a blog post on your company’s website. Inform them of the relevancy and similarity of content your brand produces and what they provide to their followers. Give the influencer free-reign on the topic, length and detail of the post, granted it is on a topic that is relevant to your brand. After you put the post on your website, share it on social media.
1. **Collaborate With Influencers on a Piece of Content**
Whether it’s an interview video, a co-written blog post or ebook, you can get your influencers involved in a way that picks their brains and lets them demonstrate their passion, knowledge and expertise. After all, when it comes to the online world, content is king and if you want your pipeline sales to improve, working with influencers to help produce informative, interesting and fresh content is a must.
Conducting influencer marketing is a great way to utilize a valuable resource to improve your company’s pipeline sales and lead conversion as well as boost the number of marketing qualified leads. There are numerous tactics you can utilize to involve your company’s influencers.
At Aktify, we can help your influencer marketing strategy succeed by digging up and identifying possible influencers in your “dead” leads. To learn more about how we can help boost your sales pipeline lead conversions, [contact us](https://aktify.com/contact) today.
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## Why Video Marketing Matters and How You Can Do It
URL: https://aktify.com/blog/why-video-marketing-matters-and-how-you-can-do-it · Published: 2019-02-07 · Category: Industry Insights
Video marketing is when you or someone on your marketing team takes and posts videos with the intention of moving toward accomplishing the business’ marketing and sales goals. Video has quickly become the most attention-getting and impactful type of content online. It is also becoming the most successful way to grab the attention of prospective customers, build brand personality and trustworthiness and make an impact and impression on prospective customers. With the increasing popularity and success of videos, search engines like Google is also factoring video meta content into its SERPs rankings, meaning video marketing boosts your company’s website’s chances of being found online.
**Why Video Marketing?**
- Greatly improves email open rate by nearly 100%
- Has the highest click through rate of any digital medium
- Increases [social sharing](https://aktify.com/social-media-marketing-in-2019)
- More than 90% of consumers watch explainer videos before purchasing a product or learn how a product works
- Mobile video has grown 100%
- Video improves your website ranking on SERPs by 50%
- More than 50% of consumers watch a company video before purchasing a product as video builds trust and authenticity
- Conversions can improve by as much as 80%
- The majority of businesses that do video marketing say it’s worth the investment and has improved ROI
- Video increases brand awareness and attracts more qualified leads
**Video Content Marketing Strategy**
It may seem like a no-brainer to do video marketing. However, a successful video content marketing strategy requires planning and thought. After all, videos done poorly will likely have the opposite effect of what your brand is trying to accomplish. Whether you’re nervous about doing your first video or you’re excited and can’t wait, there are some things to consider and plan out first before plowing headlong into video production.
1. **Have a Purpose for the Video Content and What Your Video Will Accomplish**
The purpose of the video and its role in the company’s overall marketing or sales strategy will determine the type of video to be made, its length, its content and where the video will be shared. Consider your company’s values and unique personality as well as the values and problems of your customers. Have specific goals and answer the hard questions such as why anyone should care to watch your video.
1. **Know Your Audience**
After figuring out what’s important to your business and who your business is, it’s time to pinpoint who your audience is. It’s a good idea to make buyer personas of your ideal customer groups, learning who they are, what sites they regularly visit online, what they’re interested in, what worries or problems they are looking to solve and find issues to, their education level, etc. Knowing your audiences will help shape the type of video and the content of the video. Knowledge of your audience will also help you find them online and post your video on those sites.
1. **Make Your Video Special and Unique**
With all the videos already posted online and the many more that are posted each day, it is important that each video you produce is unique and special, featuring a unique value proposition, or UVP. In creating an UVP, consider your brand’s style and tone, the topic covered in the video and where the video will be posted.
1. **Have a Plan **
Like any other element of a marketing strategy, a plan is needed for success. When coming up with a video content marketing plan, you’ll want to consider your business’ marketing and sales funnels. To do this you’ll need to know which type of content will be best for each stage of the buyer’s journey as well as having an answer to questions such as how the content appeals or gets the attention of each target audience, how the content fills in any messaging gaps, where and how the content fits onto the buyer’s journey and where and how the content will be used, posted and re-used.
**Video Content Marketing Tips**
Whether you’ve never done a video before or you’ve dabbled with some in the past and didn’t get the results you were looking for, here are some tips on how to start producing successful marketing videos:
**Make the Video Interesting **
For starters, your story has to be compelling. Most people want to feel something. If you’re just taking the same content that you already have in other places on your website and adding some video clips you’re probably not going to be getting the results you want.
Videos, particularly brand videos, give you more freedom than most other marketing formats to show off your values to your customers and potential customers.
**Get to the Point Quickly**
Regardless of how long your video is, the first 5-10 seconds of the video will be how long someone will watch your video and decide whether or not to watch the rest of it. This is because web users have a short attention span and they want to make sure that watching your video in its entirety is worth their precious time. The longer your video is watched, the more likely people will convert, share the post or interact with your brand.
**Tell Viewers What to Do Next**
It’s important to interact with viewers of your video while they are engaged with it. Most marketers do this via inserting a call to action (CTA) at the end of their video. This CTA should clearly tell the viewer what to do next. Sometimes video content marketers will also insert a CTA in the middle of the video as well. However, one has be careful that this CTA doesn’t interrupt the flow of the video and that it naturally fits in with the content. If the mid-video CTA doesn’t fit, it can distract or annoy the viewer and derail your video content messaging.
**Make Sure Your Video Content is Optimized**
YouTube is the second largest search engine, and because it’s run by Google, many of the same[ SEO SERP ranking factors](https://aktify.com/local-business-in-2019-the-benefits-of-a-website) are applied. While the Google robots can’t read video, they can read text which is why optimizing your video description is important. Concisely describe what the video is about, naturally sprinkling in keywords and important links back to your website.
**Share Your Videos Where Your Audiences Are**
You can have an amazing video, but if it is shared and posted in front of the audience, it will not be as effective.
Using the above user personas and research about your ideal customers, you should have an idea of what websites they frequent and engage on. Post your videos there.
Now that you have tips and suggestions, you may be wondering what kind of videos your company can do and what do these videos look like in practice. There are two main types of video: pre-recorded and live video. There are numerous ideas for novice and seasoned company video producers for each. Here are some tangible ideas on what type of videos you can begin doing based on your level of comfort and experience:
**Pre-Recorded Video Ideas**
**Beginner**
- Do short “thank you” videos from your team
- Film a product screencast demonstration
- Create an animated GIF to demonstrate how to use your product or service
- Short customer testimonials
- Utilize user-generated content by asking the online community for photos, videos and social media content shares via contests and giveaways.
**Intermediate**
- Film longer testimonials and case studies.
- Film longer customer success stories.
- Do longer product demos using whiteboard-style instructional animation.
- Do a video introduction of your company and its vision and mission.
**Advanced**
- Create a long, full product demo.
- Create vlog, or video blog entries highlighting summaries of the company, conventions and how-to videos of products.
- Conduct long interviews with the company CEO, president, marketing director and other key employees.
- Shoot live presentations by company employees.
**Live Video Ideas**
**Beginner**
- Use Facebook Live or Twitter to broadcast from interesting industry events someone in your company is attending.
- Thank customers on special occasions using Google Hangouts or Skype.
**Intermediate**
- Do live Q&A sessions with company employees or visitors.
- Live stream a conversation with a relevant thought leader or influencer.
- Live stream relevant in-office events that highlight company culture.
**Advanced**
- Show a live product or service demonstration with a salesperson that includes a Q&A.
- Film a live presentation Q&A.
- Stream a “day at the office” behind-the-scenes video with a company executive or regular employee.
Video content marketing is a powerful tool in your marketing tool belt which will only become more common in the coming years. If you haven’t tried video marketing or haven’t had much success, there are numerous tips and suggestions on how to make your videos stand out. There is almost no limit as to what video one can produce or use video.
Video is highly successful in sales as well, garnering not only more leads and click-throughs in general, but high-quality leads that will more likely convert. At Aktify, we can help your company with getting qualified leads, and even written-off “dead” leads through your company’s sales funnel. To learn how our services can help your video marketing strategy more successful, [contact us](https://aktify.com/contact) today.
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## Social Media Marketing in 2019
URL: https://aktify.com/blog/social-media-marketing-in-2019 · Published: 2019-02-01 · Category: Industry Insights
A new year has begun and you have great plans to grow your business. Like personal new year’s resolutions, you may have committed to some business resolutions. There are many ways one can improve one’s business. Maybe you want to invest into more SEO to boost your company’s online presence. Maybe you want to get more involved in [local SEO](https://aktify.com/local-business-in-2019-the-benefits-of-a-website). Maybe you want to hire or better train a salesperson or sales team to bring in more and higher-paying deals. Maybe you want to get more interaction between your brand and customers through more social media engagement.
While the abovementioned goals are noble and things your company should look into, especially if you’re struggling with them, this article will be about social media marketing. You may have been using social media for years, but have not fully utilized it to its potential. On the other end, maybe your company is brand new and you haven’t yet done anything on social media. Regardless of how big or small your company is or what industry your business is in, having a strong social media presence is important not only in building online brand awareness, but also in building brand trust in your customers. Like many other aspects of internet marketing, social media is constantly changing so social media marketers must always be in-tune to the changing social media landscape and adjust their social media marketing plans as needed.
If you think that posting canned content once or twice a week on a few social media platforms is all you need to do, you’re greatly undermining its power and usefulness. It’s no wonder your social media marketing efforts aren’t giving you the results you’re looking for.
**Social Media Marketing Trends to Look for in 2019**
Below are some of the social media marketing trends you should keep an eye on in 2019 to bring your social media marketing to the next level and help make your business successful and increase [social media lead generation](https://aktify.com/blog/12-facebook-lead-generation-techniques-to-try).
1. **Be Visual**
Did you notice the increased prevalence of video on Facebook and Instagram? People are more drawn to video and are more likely to react through commenting and sharing it than text-only or picture posts. The social networks realize that video works, and therefore, give higher preference and placement to video posts. If you’re not doing video nor have a YouTube channel with multiple videos, you’re missing out on vital engagement with customers and your message is less likely to reach as many eyes.
More social media platforms are incorporating their own built-in video platforms. While many have a time limit for videos, some like Instagram allow users to record long videos up to an hour long. Longer videos are something to keep an eye on as they are expected to become more popular alternative to traditional TV shows.
If you’re inexperienced or nervous or too busy to do a video, there are different types of videos out there. You don’t need to always to a long professional presentation. You could do that to demonstrate how a product works. Most people who watch videos online are looking for short, entertaining, informational videos that are casual, candid and have a sense of authenticity. Facebook live is a great place to start. With Facebook live you conduct essentially a live broadcast which can be as long or short as you want. This and other ‘live’ video options will be further discussed in the next point.
1. **Go ‘Live.’**
YouTube has been giving people access to ‘live’ video for awhile now. The ‘live’ video trend has become so popular that social media channels like Facebook and Instagram have launched their own ‘live’ video platforms.
‘Live’ video is different from recorded video in that there is a greater element of authenticity, spontaneity and personalization that is limited or absent in recorded video. These ‘live’ videos are more entertaining and facilitate greater engagement and interaction.
Besides interaction ‘live’ video creates authenticity and personalizes your brand, which are both key in winning over the trust of customers and would-be customers. When you make a mistake on ‘live’ video, your audience will better connect with you and be more willing to trust you enough to do business with you.
1. **Spontaneous, User-Generated ‘Stories’ Will be More Important**
Have you ever wondered why Facebook and Instagram came up with the ‘stories’ feature? People love these short, temporary ‘live’ video stories or updates. They are quick and easy to make and they are equally short to watch which is convenient for people’s busy lives and the need for instant, on-demand entertainment and information. Facebook ‘stories’ are also temporary which requires new content and ‘stories’ to be regularly uploaded.
On a different vein of the same, uncanned content are reviews, recommendations and comments, which are created by the consumer, not brands. The modern-day shopper doesn’t merely make a purchase with the first big brand they think of. Instead they do massive amounts of comparison shopping looking at prices, researching companies and their shipping and return policy and they ask around and read reviews. Reviews and recommendations are two of the leading decision-making aspects shoppers use. If other people, whether or not they know them like a product, the customer will more likely make a purchase.
Try to encourage customers to review your company’s product and recommend their experience at your establishment. When other customers see that your customers love your products and have enjoyed their experience at your business, they will be more likely to give your company a shot.
Recommendations and reviews aren’t the only ways to get user generated content. Contests and giveaways such as photo contests where a customer poses with one of your products or giveaways to the first so many people that like, comment and share your page on Facebook or use your brand’s hashtag. This kind of content will also engage customers, whereby drawing attention.
1. **The Rise of AI Chatbot Customer Service **
With the prevalence of mobile smartphones and tablets, online purchasing has become the new norm. Gone are the days of people calling to make an order or to ask questions. Companies such as Facebook and Amazon have been quick to utilize AI chatbots to give customers an enhanced online ordering experience through prompt, personalized chat-like online conversations.
Facebook’s WhatsApp is an example of an AI chatbots that companies are using to connect with customers during the purchasing process. WhatsApp uses computers to immediately respond to customer inquiries in a personalized, easy to use manner, whereby enhancing the customer service experience for the customer. Some companies have also used Facebook messenger for handling customer inquiries in a timely manner that also feels intimate and personal.
1. **Greater Importance on Organic Reach **
Social media networks such as Facebook are constantly changing their algorithm to determine the content and visibility of content on users’ newsfeeds. To give users a [greater experience](https://aktify.com/about), Facebook is limiting sponsored and paid posts from brands and giving greater priority to posts created by users’ friends and family. While this may seem bad for business, those who had good SEO and a great organic reach didn’t experience as great a decline as companies who didn’t have a high organic reach because they relied on paid search methods. If you invest in SEO and people naturally find you online, you’ll also be likely to be more visible on social media as recommendations and customer engagement are both ranking factors for both.
**Conclusion**
Like every other aspect of online marketing, social media is constantly changing. To be successful in your social media marketing campaigns and strategies, you must stay abreast of the ever-changing social media trends. Video, user generated content and a greater emphasis on SEO and expanding your business website’s organic reach are social media marketing trends to pay attention to in 2019.
Did you know that social media can also be a powerful tool in boosting your company’s sales? At Aktify, our trained sales professionals can help you harness the power of social media marketing to boost sales and generate sales. We even use social media to bring to life “dead” leads. If you’re looking to boost your online presence through social media, we can also help boost your sales. [Contact us](https://aktify.com/contact) today to learn more.
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## Strategies For Content Promotion
URL: https://aktify.com/blog/strategies-content-promotion · Published: 2019-01-24 · Category: Industry Insights
You’ve heard that in digital marketing that “content is king” and now you’ve spent a considerable amount of time creating this amazing piece of content. You’re proud of what you’ve written and know your audience and customers will love it and find it useful. After you post it on your blog, you’re charged with the arduous task of sharing it, which seems easy and straight-forward. How quick and easy is your sharing process? If you have many social networks, guest post on other blogs or forums or put links in numerous directories and content sharing sites, this “easy” task of sharing your great content can become tedious and time consuming.
You have a business to run and you can’t afford to spend more time than is necessary in sharing your amazing content to the rest of the Internet world.
Here are some smart and efficient strategies for content promotion that will save you valuable time and avoid frustration:
**Find where your customers and desired target audience groups regularly frequent.** Instead of trying to post your content on every platform of the Internet universe, do some research to find out what social media sites, blogs and websites your customers regularly visit and engage on. By posting on this handful of sites and platforms, you save yourself wasted time, energy and resources of spreading your amazing content on deaf ears. Additionally, by going to where your current customers are online, chances are your content will more likely pique the interest of those in your targeted audience who aren’t yet customers.
**Set up an editorial calendar.** Blasting out content everywhere at once not only takes a lot of time and energy, but it also looks bad and by posting your content only once increases the chances that targeted customers won’t see the content. Even if they do read it, their attention will quickly shift to something new that pops up on the interwebs, leaving your content, and brand forgotten.
An editorial calendar is a great way to plan out your content marketing strategy so your content is dripped out over time and is distributed at optimal times where it will most likely be seen and read. You can do some research based on the platform and the online habits and behaviors of your desired customers and create a calendar, marking the optimal days and times to distribute your content. An editorial calendar can also help you plan out what your content will be about.
**Determine the goal of the content.** Sure, you write great content to optimize keywords and links and boost the organic traffic to your website, but does the content encourage people to take a particular action. If you’re publishing content to boost sales, include an appropriate call to action depending on where in the sales funnel the targeted reader is at. Different stages of the sales funnel will require the content to be distributed on different, specific channels. For example, you can share your content on [Facebook](https://aktify.com/12-facebook-lead-generation-techniques-to-try) to draw people into the top of the sales funnel where their interest may be piqued and they may look around the site or sign up for a newsletter. For those at the bottom of the funnel who are ready to make a purchase, sharing your content on platforms like Quora will be more appropriate.
**Repurpose content.** After you’ve written a great piece of long-form content, you can reuse, or repurpose the content by making it into an infographic or expanding upon it to make it into a downloadable ebook or guide. You can also do the opposite and write a blog post based on an infographic. If you’ve been regularly producing great content, why not milk out as much as you can from it? This efficient content marketing strategy saves you time from constantly needing to come up with blog content ideas.
**Regularly update website with fresh content.** Both web users and search engines expect websites to be regularly full of fresh content. With outdated content, search engines may not [rank your site](https://aktify.com/8-crucial-seo-metrics-and-why-they-matter) as high in SERPs and visitors to your site will be immediately bored and click away. Regular blog writing and posting is a great way to add this fresh content to the site, as well as help optimize it to rank higher in SERPs. The regular blog posts will also get the attention of web users and site visitors. Even if you can’t keep up with writing blog posts, company news and fun things around the office can also make for interesting, useful content.
**Set goals.** Before investing in a content marketing strategy, ask yourself what the purpose or goal is behind your content. Not all goals need to be about boosting the company’s bottom line. For instance, you can have the goal of beefing up and building up a following on a specific social network that is currently under-performing.
**Include others.** Regardless of whether you’re the only member of the marketing team or you’re one of many, interacting with and brainstorming ideas with coworkers can help spark content ideas as well as better distribute the workload of writing and distributing content. Getting leadership support is also crucial.
**Get outside sales help.** The goals of your content strategy is to get traffic to your website and sales of your product or service. If you’re a small business, it can be overwhelming and time-consuming in trying to fulfill multiple roles. While partnering up with an outside sales agency requires an investment, it is worthwhile. These sales professionals have the experience and knowledge to bring in quality leads in an efficient, time and cost-saving manner. At Aktify, our sales professionals utilize modern, effective sales and marketing techniques to help get business’ messages to their audiences’ ears. We would be glad to help lessen your company’s sales burdens so you can go on running your business. [Contact us](https://aktify.com/contact) today to learn more.
Great content is essential in the online marketing strategies of companies of every size. A mistake most small businesses make is to share their content too broadly across too many places on the Internet. Having an editorial calendar, posting regularly to the website, sharing the posts only on platforms your customers and targeted audiences visit and getting outside sales help are strategies to promote content in a way that is smarter, not harder.
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## Local Business in 2019: The Benefits of a Website
URL: https://aktify.com/blog/local-business-in-2019-the-benefits-of-a-website · Published: 2019-01-18 · Category: Industry Insights
You may have heard for years that businesses need to have a website. After all, you’re told that consumers do most of their shopping online. It may seem like a good idea for a large company with national and international offices. What about the small, mom-and-pop store like yours? You are doing decent business and most of the people in the community know your business and many are loyal, returning customers whom you know by name. Why do you need a website if you’re already getting decent business and the local population you’re targeting are already doing business with you?
The short answer is that a website can expose your brand to even more people. When you get outside your immediate geographical area, your products and services will be introduced to more people who can become [loyal customers](https://aktify.com/the-gold-and-silver-rules-of-marketing). This mean more business and profit for you.
**Your Business’ Online Presence: What You Need to Know**
**Your Website and SEO**
The Internet and the search engines have evolved greatly since their beginnings. While in days past, a business can quickly put up a boring, basic site with heavy content and cheap graphics, this is no longer the case. While it is strongly recommended, and encouraged for business owners (regardless of the size of their business) to have a website, these webpages need to be more sophisticated than in years past.
Before you launch, or even begin building a website, there are many things to think about. The design, font, colors and layout of the design and the messaging itself must coincide with your business’ branding, culture and values.
When it comes to building a website, you’ll likely notice a plethora of easy DIY website builders that require no coding. If you’re just starting off and have a limited budget, this might be the way to go in the beginning. As your business and staff grows, it would be a good idea to work with a digital marketing company to optimize, or even redesign your website.
If you’re wondering what “optimization” is or where ”SEO” comes in, it has to do with your website. You can design the best website, but if it isn’t optimized for search engines, it won’t rank high on search engine results pages (SERPs). These SERPs are the list one gets when one types in a search query online. The goal of search engine optimization (SEO) is to get one’s website to appear towards the top of these listings, if not take the #1 position. Google has many resources and tools to help you start your website optimization strategy like Google Webmaster Tools, Google Adwords (online advertising) and Google My Business. The first step in optimization is to find keywords or phrases to rank for. Google Keyword Planner and tools like SEMRush can help you find the best keywords to go after. Make sure these keywords are sprinkled throughout the content. SEO can quickly get technical, tedious and time-consuming. This is why the help of a [digital marketing specialist](https://www.seo.com/) is important.
**The Ever-Changing Nature of the Search Algorithm**
Google is the largest, most powerful search engine. In order to rank high in search results, and thereby get more traffic to your website, you must always be up-to-date with the latest search algorithm. This algorithm is how Google ultimately ranks search results on the SERPs. It takes a variety of factors into account such as webpage load time, domain authority, keyword relevancy, the quality of the page’s outbound links and the mobile responsiveness of the webpage.
**Local SEO**
When people look for a product or service, they want it as soon as possible. This means they want to find businesses in their immediate area which has the desired product or service available. Google knows this and has created a local SERP. These local SERPs use to list a up to seven businesses at a time on the page. Unfortunately, like what was mentioned above, Google is constantly changing their SEO requirements and formats. Under the new SERP, only three businesses are listed along with a map. When the map is clicked, up to 20 businesses and their locations and information on the map appear. The rankings on the new local SERPs are very location specific and can vary between users who are a few blocks away.
While local SERPs and local SEO are different from [traditional SEO](https://aktify.com/8-crucial-seo-metrics-and-why-they-matter) and SERPs, some of the same strategies can be used for both.
**Local SEO Techniques**
1. Write compelling meta data, particularly snippets. This will make your listing stand out from the competition.
1. Properly and completely fill out your Google My Business page. Include your address, phone number, high-quality images, cover photo and profile image, select proper categories, and include a long, unique, link-filled description. Don’t forget to include Google+ reviews and opening and closing hours.
**Traditional SEO on Your Website**
1. Include the business name, address and phone number on the bottom of each page of the website.
1. Build quality local backlinks. Try to get as many links from quality, trustworthy local websites that are relevant to your business. It’s also a good idea to look and see what your competitor’s backlinks are.
1. Conduct on-page optimization. This includes adding your business’ city and region along with a relevant keyword to the title tag, H1 tag, content, URL, and image ALT attributes of your landing page.
1. Embed Google maps onto your landing page. This will help viewers quickly get your address and directions to your location.
**The Benefits of a Website**
With Google’s local and organic SERPs becoming more inundated with ads and paid content, it would seem that small, local businesses with good websites have a harder time to crack the top of either search results page. All is not lost, however. A great, optimized website is still important for local businesses. Here are some of the benefits your company can enjoy by having a professional website:
- A significant number of clicks on Google’s Local Service Ads went to organic SERPs. If you’ve properly optimized your website, you can increase your chances of appearing in local SERPs by improving your position in organic SERPs.
- An optimized website will still boost your brand and its website visibility in SERPs regardless of changes to local SERPs.
- A website can only help or maintain your ranking in local SERPs. It will by no means lower your rankings.
- Many local small businesses still don’t have a website. This means less online competition for your business.
- A website can help keep you in control of link earning and building and your brand-controlled publishing platform.
Every business, regardless of size should have a website in 2019. While changes in Google’s local SEO have transformed the layout and made it harder for local companies to control their rankings based on the optimization of their website, a website can still boost your organic rankings.
Just as a website is crucial in expanding your company’s online presence, a great sales team with great follow-up can help attract customers. At Aktify, our professional sales service specializes in reviving “dead” leads. We have helped numerous companies attain loyal customers from those that had been previously neglected or overlooked. While we can’t help with your web design or SEO, we can help kick your sales up a notch by making formerly “dead” leads into lucrative ones. To learn more about Aktify, [contact us](https://aktify.com/contact) today.
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## 8 Crucial SEO Metrics and Why They Matter
URL: https://aktify.com/blog/8-crucial-seo-metrics-and-why-they-matter · Published: 2019-01-10 · Category: Industry Insights
Whether you’re running a big corporation or a small start-up or any-sized company in-between, a strong online presence is crucial in order to be successful. For years, the concept of SEO, or search engine optimization, has been hailed as the end-all solution to cracking the online presence puzzle. Nearly every company has jumped on the SEO bandwagon, hedging their bets and covering their bases to best improve their company’s odds of appearing ahead of their competitors online. If you haven’t began implementing an SEO strategy for your company or business, you should. NOW.
Now, before you jump right in, you may be overwhelmed as to where to begin. Over the years, SEO has become more sophisticated with more and more metrics and analysis. If you’re new to SEO you’re likely clueless as to what metrics you should be focusing on. To get started, you can view our [case study for Vivint Smart Home](https://aktify.com/case-studies/vivint-smart-home) to see a real life example of how Aktify helped this company's SEO.
1. **Average Keyword Ranking**
The first thing to know about search engine optimization is keywords. These are the words or phrases you want search engines and web users to use to find and land on your website. These need to be carefully researched beforehand making sure they are relevant to your business and aren’t too competitive. Keywords are what search engines like Google use to “rank” websites on search results pages, or SERPs. The goal is to rank #1 for a keyword. The higher one’s keywords rank, the more visibility and subsequently more website visits and conversions a company will get.
In Google Search Console, a free tool for webmasters, one can see the average ranking of all their keywords in a Search Analytics Report. Look at your keywords that have a ranking less than 10 (only 10 rankings will be shown on a SERP page). These are your keywords that are on the first SERP page. If you have keywords on the second page (rankings 11-21), you can also focus on improving them as well by utilizing internal link building and promoting your page content on social media. SEMrush also has a keyword tracking tool that is updated daily and gives you the ability to monitor the keyword rankings of competitors.
1. **Organic Traffic of Your Website **
There are two types of traffic, organic and paid. SEO is concerned with organic traffic, or website visitors who found your site themselves without being drawn in by an ad. There are multiple things that play into how easily your website is found online and how successful it is in generating clicks and conversions. Fortunately, in Google’s Search Console, many of these crucial metrics can be calculated and analyzed. Some of the ones you should pay special attention to include:
**Organic Traffic.** How many people are finding and clicking through to your website? What is their location, demographics and device they used? What keywords and landing page has generated the most clicks and site visits? With the Organic Traffic Report, you can get valuable insights into who your site visitors are, the keywords they used to find your site, the pages they clicked through to and stayed the most time on, the device they used and where they are located.
**Conversions.** The goal of SEO is to get conversions. In Google Search Console, you can find out a lot about what keywords and landing pages convert as well as demographics of the website visitors who convert. You can learn the age, professions, lifestyles, marital status, education and location of your customers that may cause you to alter your SEO strategy. You can also learn what device your website visitors used and what computer browser they used.
**Conversion Goals.** In Google’s Search Console, you can set a conversion goal and monitor how well you’re doing and where you may be falling short and need to make the appropriate improvements.
1. **Click-through Rate (CTR)**
The purpose of doing SEO and getting your website to rank high in SERPs is to get people to click-through to your website. In Google Search Console’s Search Analytics Report, you can see how many people click on your links from SERPs. This will give you an idea on how relevant, useful and appealing your webpage content is. A high click-through rate is often correlated with site visitors converting. A low CTR can indicate a mismatch between the webpage content and the page’s title and meta description in the SERPs and result in a high bounce rate.
When looking at CTR, it is a good idea to look at what webpages on your site and keywords get the most clicks and which ones get the fewest. For those that aren’t generating many clicks, do some investigating and optimization of those pages and keywords.
1. **Number of Pages Crawled and Indexed Google Search Console **
You can put in all the time and resources to fully optimize your website, but if it isn’t crawled and indexed by Google robots, it doesn’t exist and all your work is for naught. The pages of your site don’t “exist” they can’t be ranked and show up in SERPs.
In Google Search Console, you can see how many of your website’s pages have been crawled each day for the past 90 days. However, there will likely be problems if you have thousands of pages on your website. In these instances, the Google robots will likely only crawl a small number of them.
After Google robots crawl a webpage, the page’s content then gets indexed in Google’s search database. When a web user does a web search, the Google search engine will go into this database to bring up search results.
If your website gets crawled, its content will get automatically indexed into the database. However, there are instances when it can take a while for it to be indexed. There is a way to manually submit your webpage for indexing. This manually index submission can be done in the Google Search Console.
1. **Duplicate Titles and Descriptions**
Duplicate titles and meta descriptions are big “no-no’s” in SEO. This goes back to the crawling and indexing of websites by Google robots. When these robots go through and index webpages, they categorize and store the content and keywords of those pages. When webpages have the same identical content, titles, descriptions and keywords, the search engine doesn’t know which one to store and show in search results and which one to ignore. It may seem like using duplicate content on multiple pages of your site will boost your rankings, but in reality, it pits those duplicate pages against one another, lowering the ranking of both. In Google Search Console, you can see if you have duplicate content and which pages are affected. Update the pages so they each have updated, unique content, titles and meta descriptions so they can be crawled and indexed by search engines.
1. **Bounce Rate and Top Exit Pages **
Whether you’ve been in sales or not, you know that a high bounce rate is bad. In Google Search Console, you can get a report on the bounce rate of all the pages on your website. With this information, you can begin to make adjustments on those trouble pages. Related to the bounce rate are the pages where most people are on before leaving your site. These pages may also be the same pages that have a high bounce rate. Knowing which pages of your site are the common ones where people exit your site can help you do some investigating and make some changes to the page.
1. **Crawl and AMP URL Errors **
For your website to get attention from Google, the Google robots, also called spiders must have access to “crawl” each page of your website. If a page isn’t crawled, it in essence, doesn’t exist. A page that doesn’t “exist” can’t be included in SERPs.
Sometimes things can get wacky and a page URL becomes inaccessible to a Google robot. Fortunately, you can check this in the Google Search Console.
It is now expected that a website’s webpages are to display properly on mobile devices. These webpages are called Accelerated Mobile Pages, or AMPs. Because more and more web users are accessing the Internet via their smartphones, Google has now integrated a site’s AMPs into its search results ranking algorithm. In addition to AMP errors, you should also check the mobile usability report, also in Google Search Console. This report will let you know what problems people experience when trying to view or access your site on their mobile device. Fixing these problems will improve the user experience of your website and cut down on your bounce rate. If you’re not making your site mobile friendly, you’re not only missing out on a big group of prospective customers, but your site won’t be ranked as high on SERPs even if you’re doing everything else right.
1. **Trust Score and Number of Quality Inbound Links**
In the Domain Analytics of SEMrush, you can check the quality of the inbound links to pages on your website in the Backlink Overview Report.
Links are important to boosting your SEO rankings, but not every or any link will do. You want links that link back to reputable, trustworthy sources. Google search engines are built to detect when the content on a webpage is stuffed with low-quality or dangerous, scammy links in an attempt to boost the page’s visibility or to fulfill their end of a link-baiting scheme.
When it comes to SEO, the quality, not quantity of your backlinks are what matters. If you scatter a few, high-quality, relevant links to trustworthy pages, both search engines and web users will better trust your website.
You can check the quality or trustworthiness of a link and a page it links to using SEMrush’s Trust Score. The Trust Score measures the trustworthiness of a domain using a scale from 0 (the least trustworthy) to 100 (the most trustworthy).
When it comes to measuring SEO success and tweaking areas that need improvement to make your website more visible in SERPs, there are many metrics available. For those new to search engine optimization, it can be overwhelming in discerning which metrics to focus on. Ones on keywords, organic search, backlink quality, crawl errors and bounce rates are just a few of the crucial metrics to consider paying attention to. These SEO metrics will give you important insight into the quality and effectiveness of your website.
Search engine optimization can take up a lot of time and resources. At Aktify, we can help your company secure quality leads off-and on-line through a variety of tactics including the use of social media and giveaways. We specialize in bringing back “dead” leads and converting these leads into paying customers. With Aktify, you can invest more into an SEO strategy while not letting go of your offline sales initiatives and goals. [Contact us](https://aktify.com/contact) today to learn more about us and how Aktify can help your business grow its sales through resurrecting dead leads.
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## The Gold And Silver Rules Of Marketing
URL: https://aktify.com/blog/the-gold-and-silver-rules-of-marketing · Published: 2018-12-15 · Category: Industry Insights
A company can’t survive without marketing. The marketing department is fundamental in spreading awareness of a company and its services and products. It is the marketing team that jumpstart getting prospective customers into the [sales funnel.](https://aktify.com/the-sales-pipeline-how-to-develop-and-manage-this-powerful-resource) While the sales department is often seen as the deal makers, it is the marketing team that has the first interactions with prospective leads. Marketers grab people’s attention and gets them interested in learning more about a product, service or company to possibly make a purchase or do business with that company.
Over the years, marketing, like sales has gotten a bad name due in large part from the horrible, annoying marketing tactics of the past.
Today’s marketers are taught to better empathize with their better targeted audience. The golden rule of do to others as you’d have them do to you has become the new mantra in the marketing world. This, however, doesn’t mean all marketers subscribe to this ideology. Some marketers still do the outdated, ineffective and annoying marketing practices of the past that are now largely looked down upon.
Whether you’re a new or aspiring marketer or a seasoned veteran who needs to possibly change his or her ways to have more successful marketing campaigns, here are some of the Golden Rules of Marketing you should pay attention to and adopt and some Silver Rules of Marketing that you need to avoid or stop doing now:
**The Golden Rule of Marketing**
This Golden Rule of Marketing invites the marketer to step into the shoes of their audience members. Do you like spammy emails, excessive pop-ups on a website or constant phone calls from unknown phone numbers? Chance are you don’t. Your prospective leads don’t either, so why do them?
Instead, sell unto others as you would have sold unto you.
In simple terms it looks like implementing marketing tactics and strategies that build people’s trust and confidence in your company. Appealing to customers’ needs instead of merely playing off their emotions and making your company appear personable, authentic and an authority in your industry are things to consider when implementing Golden Rule Marketing tactics. For each strategy, stop and think if you were a customer, would that strategy compel you to make a purchase or would it drive you away?
**High-Quality Content**. You may have heard the phrase “content is king” in the marketing world. While it is true that people first interact with your company because they are looking for something that your website or app offers, simply throwing in targeted keywords and providing thin content with little or no information will cause people to doubt your company’s expertise on the subject. Good, high-quality content will answer people’s question, be easy to read, is a quick read on any device, and is authentic. People nowadays aren’t willing to look around long for what they want and if you provide them with the attention-grabbing, authentic, and valuable content they’re seeking, they will reward you with website visits and possibly a purchase.
**Be Yourself.** Nearly every business has an online presence. They are all spouting off how good their brand and products are. After a while this all becomes noise to the consumer who either becomes overwhelmed or complacent. The key in getting people to find your website is to have messaging that sounds out. How do you do this? By expressing your brand’s unique personality and character into all the content you put out. People will come to learn your company on a more personal level and know what to expect when visiting your website or physical store.
**Encourage Customers to be Your Advocates.** In the old days, word-of-mouth was the way businesses got new customers. While technology has greatly advanced so marketers have more avenues to tell a larger, broader audience about your brand, the same concept of getting people so excited about doing business with your company that they have to share their experience with those in their circles still remains. With all the sales and marketing messaging out there, people are more willing to listen to their friend’s or family member’s experience with a company than the company bragging about itself. Look to build [relationships with customers](https://aktify.com/features) and develop them into loyal customers who can’t help but share your brand with others.
**The Silver Rule of Marketing**
On the opposite end of the marketing strategy is what’s dubbed the Silver Rule of Marketing. While the Golden Rule of Marketing encourages marketers to empathize with prospective customers and sell to them as the marketers would like to be sold themselves, the Silver Rule of Marketing takes the opposite approach in distancing the marketer from the people he or she is trying to sell to and take on the mentality of “do to others as you would not have them do to you.” Another variation of this rule is “don’t do to others as you would not have them do to you,” implying a lack of action and effort and hoping customers simply find your business and decide to do business with you. The later two Silver Rules of marketing employ tactics that are ineffective, outdated and rub customers the wrong way.
While in the past these Silver Rule of Marketing tactics promised immediate success and profitable sales, they should be avoided at all cost because they actually don’t work.
**Having a Spammy, Hard to Navigate Website.** With everyone going online nowadays, one’s website is often the first impression someone will have of a business. Websites that have ugly topography, auto playing media, has a cluttered and hard to navigate appearance, has excessive pop-ups, lack contact information and have poor content are sure ways to steer people clear of wanting to do business with you.
**Spammy Emails.** Ah, those excessive spammy emails with all caps subject line from an unknown sender that clogs your email inbox. They’re great, right? Not. Sending too many emails to a single recipient, not including an unsubscribe button, sending impersonal, obviously bulk emails and emails which were the result of email list buying without the user’s consent are also big no-nos that will immediately be dumped into the “trash” without being opened.
**Excessive Social Media Advertising.** Social media is a great way for people to communicate and stay in touch with others, including businesses and their loyal customers. However, some bad social media tactics that hinder this online relationship building include things like untargeted ads sent to everyone, including those who would never be interested in one’s company or services and excessive, spammy follow-up.
**Participate in Spammy Link Building Tactics.** SEO, or search engine optimization, is important in marketing as it is what’s needed for people to find out about a company or a company’s services or products online. Link building has been proven to be a solid tactics to boost SEO. However, there are right and wrong link building tactics. Some of the wrong link building tactics can get you into serious trouble if you’re caught. It is best to play it safe and avoid the bad link building tactics that include: poor Linking, low quality guest blogging, spammy comments, links from bad sources, and the use of hidden links.
**Participate in Spammy Marketing Strategies.** Unoptimized popups and overlays, complicated sign-up processes, asking for sign-ups too soon, posting fake reviews, having the appearance of something sketchy or spammy and offering non-free freebies are all ways to corrode customers’ trust in your brand, discouraging them from doing business with you.
**Utilize Spammy Mobile Marketing Tactics.** Hyping customers up about how high-tech your company is and it new “mobile site” which is actually not optimized for mobile will only frustrate customers who can’t easily read the “mobile site” on their small smartphones. This is a great way to get people to quickly leave your site.
Marketing is about getting prospective customers to take the next step into [the sales conversion funnel](https://aktify.com/the-7-sales-funnel-stages-plus-the-one-youre-missing-out-on) so they ultimately become loyal, paying customers. Marketers bring about awareness and interest surrounding a company and its products. There are good and bad marketing strategies that are employed to bring this about. There is currently a trend of Gold Rules for Marketing that emphasize relationship and trust and empathy building through great, valuable content and unique company messaging. However, there are some marketers who still employ old-fashioned, ineffective marketing strategies that emphasize a Silver Rule of Marketing.
While email and text messaging are good Gold Rule of Marketing strategies if done appropriately, they can also cause a campaign to fail miserably by driving prospects away and out of the sales cycle. At Aktify, we work with you to carefully target follow-up messaging to “dead leads” that have fell out of the sales funnel and have gotten ignored. Our messaging catches attention and appeals to the customer in a way that will likely bring them back into your company’s sales funnel. To learn more about our products and services, [contact us](https://aktify.com/contact) today.
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## Your Conversion Funnel Leads May Have a Second Chance
URL: https://aktify.com/blog/your-conversion-funnel-leads-may-have-a-second-chance · Published: 2018-12-08 · Category: Industry Insights
As the sales or marketing member of your organization, you need a steady flow of paying customers. You likely use some sort of conversion funnel to guide people along from prospects to customers who convert and purchase your company’s product of service.
If you’re new to the sales or marketing process, you may not know too much about conversion funnel marketing. That’s okay. Every sales person has started there.
Whether you’re a sales or marketing veteran looking for how to optimize or boost your sales conversion rate or you’re a newbie and want to know how to build a steady lead conversion stream of qualified leads, this conversion primer will describe the conversion funnel and its different stages as well as best sales conversion practices.
**What is a Conversion Funnel?**
A conversion funnel, also called a sales funnel or marketing funnel is a visual representation a lead prospect journeys through into becoming a marketing qualified lead that ultimately converts, or makes a purchase or completes the company’s desired action or goal. There are different versions of the conversion funnel that companies use that range from four levels to up to seven levels. The number of levels will depend largely on one’s business and sales model. Regardless of whether your conversion funnel has four or seven steps or stages, there are three main parts of the sales funnel: the top, middle and bottom. The funnel starts off wide at the top and is narrowest at the bottom. Both the sales and marketing teams need to work together to nurture leads down through the funnel to end in a sale.
**Top of the Funnel**
This is the widest part of the funnel as it is here that you have the largest pool of prospects and leads. Potential customers at this stage aren’t familiar with your brand, company, products or services. These individuals are the least likely to make a purchasing decision as they have no relationship with your company. It is up to the marketing team to get the word out about your brand and products and get people interested in checking the company and products out.
The marketing team then filters, or segments these prospective leads and passes the most promising [marketing qualified leads](https://aktify.com/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know) onto the sales team to get nurtured through the middle and bottom stages of the conversion funnel. The qualified leads the marketing team hands off are the prospective leads that show interest in learning more to possibly make a purchase.
**The Middle of the Funnel**
At this stage, the prospective leads, called marketing qualified leads, have indicated interest in pursuing and deepening a business transaction relationship with the company or brand. They have become aware of the company and the company’s products and think it worthwhile to learn more. It is here that the sales team takes over to nurture the leads through free trials, demonstrations, email, presentations and follow-up phone calls. While these leads are interested in the company and its services, they may still have some reservations about the quality and price of the products and the reputation of the business. The sales team employs a combination of the various aforementioned tactics to persuade these leads to move ahead with a purchasing decision.
**The Bottom of the Funnel**
The few leads that make it to the bottom of the conversion funnel are those highly likely to convert and make a purchase.
**Conversion Funnel Marketing Best Practices**
The conversion, or sales funnel, is merely a simple visual to help your sales and marketing teams identify potential customers and target appropriate content, materials and sales tactics based on where on the buyer’s journey they’re at in the funnel. Just drawing a funnel and its flow won’t bring sales and conversions. A variety of sales funnel tactics and strategies must be utilized to move prospects forward through the funnel.
Like sales funnels, companies employ a variety of sales and marketing tactics that specifically target their ideal customers and prospects and get them through their unique sales cycle and funnel. With more and more advancements in technology, there are now more sales and marketing tools, strategies, plans and techniques than ever before. Regardless of the many variations, there are some conversion funnel marketing best practices that have been shown to improve lead conversion rate, or sales conversion rate.
The following are some best practices you should start utilizing include:
Google Adwords and Search Marketing. A company won’t be found unless it has an online presence. Using Google’s sale and marketing tools like Adwords, Analytics and Keyword Tool can help you identify, target and reach out to your ideal audiences and lead pool. This is done through identifying and using certain keywords and writing compelling, useful content for both web users and search engines, namely Google. Through thorough SEO (search engine optimization) of one’s website, your brand will improve its odds of being found online, which will bring prospects to the top of your sales funnel.
Social Media. Besides researching companies and products on the web, consumers and lead prospects like to interact with others, including companies on social media. Social media pages are online places for companies to be more personable and to more casually interact with customers and prospects.
Tailored Content. Prospects at the top of the funnel need different content than those at the middle or bottom of the funnel. In fact, leads in each sales funnel stage requires unique, targeted content that speaks to them where they are in the buyer’s journey. Those at the top would get more value from blog posts, exposing them to the company and the brand’s knowledge of their industry. Those in the middle could benefit from social media posts, free downloads and free trials. Those at the bottom of the funnel who are about to make a purchase would see value in an email list sign-up or subscription with special offers as well as e-newsletters.
Email Marketing. In many cases, the numerous phone call attempts are no longer an option. Email has taken over telephony as a salesman’s go-to communication tool with prospects. Email is less obtrusive and disruptive and enables both the sales person and the prospect to communicate at any time, not just business hours.
Sales Analytics Programs. These useful tools help you monitor the progress of a sales or marketing campaign, keep tabs on a specific prospect in your database and automate content such as emails to specific subsections of your lead pool. Lead conversion with Salesforce is a great place to start.
**No Perfect Funnel**
No matter how elaborate your sales process is or how closely your sales and marketing teams work together, there will be leads that fall “through the cracks” in your conversion funnel. Prospects, or leads are people. They can change their minds in the process, stall in a certain stage or regress backwards in the funnel instead of moving forward. Some leads “drop off the map” because of accidental neglect from the sales or marketing department. Sometimes these “dead” leads simply break communication and interaction with the company or brand making it easy for the marketing and sales team to forget about him or her and not make any follow-up.
While most leads fall out of the funnel towards the top where not much time or energy is used in nurturing them, leads can fall out of the funnel at any stage, including the bottom of the funnel as they were about to make a purchase. These late-stage lead drop-outs are the most frustrating and disheartening. However, if leads don’t make it to their final destination, there is still hope.
A common mistakes sales people make is to automatically discount any leads that fell out of the funnel. While there are many reasons why a prospect can suddenly leave the conversion funnel, most sales and marketing people conclude that the individual isn’t interested in making a purchase. Why bother?
These [“dead” leads](https://aktify.com/how-to-revive-dead-leads-to-increase-business-growth) may very well be suddenly disinterested in making a transaction with the brand and its products. They could also have gotten suddenly busy or preoccupied with something happening in their office. Maybe the timing just wasn’t right; they are interested in your product or service, but not right now. Maybe their company suddenly had to cut funds out of the budget. Not all “dead” leads are disinterested. Some may be interested in being nurtured into eventually making a sale in the future.
With [Akify](https://aktify.com/), our sales conversion software helps companies identify, target and “revive” their “dead” leads into converting customers. Our team manages these “dead” leads for you so your sales and marketing team can focus on the leads in your conversion funnel.
It’s important to not ignore, neglect or discount any lead, especially those who have fallen out of your conversion funnel in the middle and bottom of the funnel. If they made it through up to that point, they are likely interested in making a purchase and there is some other reason besides a lack of interest that caused them to drop out of the funnel.
A conversion funnel is a visual representation breaking down your various sales prospects along the buyer’s journey. Most funnels have four to seven stages with a top, middle and bottom portion. The top of the funnel is the largest and where prospects first hear about a company and the bottom of the funnel is the smallest and represents the sales qualified leads that are ready to convert and make a purchase. The goal is to get leads from the top of the funnel to the bottom. A variety of sales and marketing tactics and best practices such as social media, targeted Google ads and tailored content are used to make leads into paying customers.
If you want to improve your [sales conversion rate](https://aktify.com/features), contact us at Aktify and let us help you “revive” those “dead” leads.
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## How to Create and Manage Your Sales Funnel: Part 2
URL: https://aktify.com/blog/how-to-create-and-manage-your-sales-funnel-part-2-funnel-management · Published: 2018-12-01 · Category: Lead Generation
As a recap from part one of this post, we answered the question of what is a sales funnel by defining a sales funnel as a visual representation of the buyer’s journey from prospect to buying customer. [Creating a marketing funnel](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-1-create) first begins with finding ideal customers and turning them into qualified leads that will most likely complete the sales cycle and make a purchase. While the stages of the sales funnel template is a useful starting point, the stages in the middle part of the funnel are slightly different based on the company type and the industry a company is in.
At the end of the last post, we briefly touched upon the maintenance of one’s sales funnel and how important it is in [developing the sales funnel](https://aktify.com/the-sales-pipeline-how-to-develop-and-manage-this-powerful-resource) in order to keep prospects and leads progressing forward through the marketing funnel. Now that you’ve created your pipeline sales funnel, we’ll now dive into some tips on how to maintain it.
**Eliminate Unnecessary Hinderances in the Funnel**
The goal of a sales funnel is to move qualified leads forward through the funnel so they end up converting and making purchases. Sales prospects and customers should not stall at any of the funnel’s sales pipelines stages if the marketing funnel is set up properly. That’s not to say that sometimes a prospect may briefly revert back to the previous point into the marketing funnel stages.
Ideally, you want a qualified lead to move quickly through the sales marketing funnel, unobstructed. Customers and prospects who take some time to complete the funnel can take up much needed time, effort and resources that could have been better used somewhere else. The same can be said of prospects that leave the sales funnel.
When your sales or marketing teams notice a big drop-off at a certain sales funnel stage or notice there is a bottleneck somewhere in the sales funnel you know there are some unnecessary hinderances. Having unnecessary steps, hinderances or obstacles in the sales funnel can halt a prospect’s progress or even cause the prospect to leave the sales funnel entirely, causing your business to possibly lose a highly qualified sales lead and a sale.
Maintaining your [sales funnel](https://aktify.com/2-types-of-marketing-funnels) involves looking at problem areas, such as unnecessary hinderances and resolving them so the stream of prospects and leads can continuously, smoothly and quickly flow all the way through the funnel. A common sales pipeline hinderances include forcing prospective customers to sign up for memberships or rewards programs to access free giveaways or useful website content and valuable resources. Even if membership is free and only requires a name and email address, the concept of membership, especially for prospects in the early stages of the sales funnel, will cause the prospects to be skittish and quick to either move backward or sideways in the funnel, no longer moving forward. Another example of a hinderance includes taking a prospect through many steps to access free content, eBook, product or free trial. If it is a free trial, qualified leads who are interested in your product or service may be quickly turned off when forced to fill in credit card information.
To make it a smoother progression through the sales funnel, review what kind of information you’re seeking from prospects at each of the sales funnel stages and see what the best way is to get that information. It helps to put yourself in the customer’s or prospect’s shoes. What elements are frustrating, confusing or time-consuming. Look to see if these elements are necessary. If they aren’t, remove them to create a simpler, easier path for your prospects.
**Treat Prospects at Each Stage to Different Content **
A prospective lead who has not heard of your company or product at the beginning of the sales funnel should receive different information and content than a qualified lead who has interacted with your brand and is on the verge of making a purchase. If your company gives both these prospects the same material, information and content, you risk leads stalling in or exiting the funnel. There are many tactics and strategies companies use to communicate with different segments of lead prospects within their sales pipeline funnel that best communicates with where the lead is in the buying process. Blogs, social media, website chat and email are common communication tools. Offers, contests, email list, newsletter and subscription sign-ups and opt-ins are also popular tactics. Research the leads in each sales funnel stage and learn what their specific needs and wants are and what information they need to move on to the next stage.
**Make Sure Sales and Marketing Work Together**
In many large organizations, it can be easy to separate the sales and marketing teams into different silos who work independently of each other. When this happens, miscommunication and mishandling of leads occur. Successful companies have marketers who thoroughly vet leads before handing the qualified leads to sales. The marketing and sales teams should regularly meet together to get on the same page, and have the same goals and expectations. While the roles of marketers and salespeople are different, they are both needed to [get qualified leads](https://aktify.com/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know) through the company’s sales funnel. An untrained or overly anxious marketing team that prematurely passes prospective leads to sales will not only frustrate the sales team, but will cause the company to lose potential sales from qualified leads. It must be noted that marketers should not pass along every lead to sales. Remember, you want qualified leads in your sales funnel. Unqualified leads will less likely progress through the funnel. These type of leads will cause your sales funnel to crumble, making it difficult for you to maintain it and diagnose additional issues it may have.
**Use a CRM to Help in Funnel Management **
Statistics, analytics and data about the prospects in your sales pipeline funnel will help you manage your funnel by giving you pertinent insight about the effectiveness and trouble areas of your funnel. A CRM can also automate tasks such as the sending out of email blasts to various segments of your prospects at each stage of the sales funnel. CRMs can give you quick access to customer information which can help you better tailor your messaging and content to get the prospect to more quickly move onto the next funnel stage.
Knowing vital data through a CRM can help you diagnose hinderances in the funnel, give unique insight into each prospect in the funnel and the overall effectiveness and efficiency of your sales funnel.
Sales funnel management involves diagnosing and fixing problems within the funnel that keep leads from progressing forward through the funnel or which cause customers to exit the funnel. Unnecessary hinderances in the stages of the sales funnel and giving all prospects throughout the various sales pipeline stages the same content are common mistakes that need to be identified and fixed as they can cause leads to either bottleneck in the sales funnel or exit the sales funnel. Even a well-maintained sales funnel won’t be effective if unqualified leads enter the sales funnel. This is what happens when marketers don’t qualify leads before handing them off to sales. A CRM can help automate some of the funnel maintenance processes as well as give you useful insight into how to move prospects through the sales funnel quicker.
At Aktify, we know that sales funnel management is a long-term, continual process. We can help your company secure more qualified leads that will lead to sales by reviving your “dead” leads, or leads that have gotten out of your sales funnel. To learn more about our services and how we can help you, [contact us](https://aktify.com/contact) today.
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## How to Create and Manage Your Sales Funnel: Part 1
URL: https://aktify.com/blog/how-to-create-and-manage-your-sales-funnel-part-1-create · Published: 2018-12-01 · Category: Lead Generation
As an introduction to this two part post about how to create and manage your sales funnel. We’ll start off discussing how to create a sales funnel to help get your company’s sales pipeline in gear. While the traditional sales funnel template serves as a good framework, the middle steps of the funnel will likely need to be altered to fit the unique strategy of your company.
If you’re reading this and aren’t sure what is a sales funnel, that’s okay. A sales funnel is a diagram, shaped like a funnel that shows the transition of potential customers into long-time, loyal, returning customers. A [sales funnel](https://aktify.com/2-types-of-marketing-funnels) can also illustrate a customer’s buying journey through your company’s sale process. At the top part of the funnel (where it’s widest), those are where your prospective customers are, or where a customer first interacts with your company or brand. The end of the funnel (the narrowest part) is where your loyal, returning customers are at, or where the customer ultimately converts on a sale.
A sales funnel helps you and your sales and marketing teams visualize your sales process.
**How to Create a Sales Funnel**
Every company can benefit from a sales funnel, though it will look different based on the type of company and industry. A sales funnel is what circulated customers to your business. And your business needs a constant stream of customers to make money. Since your company can’t last long without a sales funnel, here are steps to create and [develop a sales funnel](https://aktify.com/the-sales-pipeline-how-to-develop-and-manage-this-powerful-resource):
**Find Your Prospects**
You have a product or service to offer and you want people to buy it. Unfortunately, not everyone will be interested in what you have to offer. If you immediately start email blasting and fire off Facebook ads to anyone and everyone, you’ll be disappointed with your results. You have to learn who your target audience is in order to find the highest, qualified prospects.
How does one go about doing this? Well, first define your ideal customer. Who is he or she like? What struggles or challenges are they facing that your product can help solve? What are their interests, hobbies, demographics? Making a sketch, creating a persona and questionnaire are ways to help you identify not just any customer, but an ideal customer who would most likely be interested in your product or service and will most likely lead to a sale and be a returning customer. Side note: chances are your company will likely have more than one type of ideal customer or prospect. Be sure to identify them all.
**Turn Prospects Into Quality Prospects**
While you may think that now that you’re targeting ideal prospective customers that you’re all good. But not too fast. There are some customers who fit your ideal customer criteria who won’t be interested in your product or service. These customers, who you thought were ideal customers are actually not ideal customers.
In order to weed through these targeted audiences and “semi-ideal” customers to find the best [qualified leads](https://aktify.com/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know), or prospects, one must have a qualifying process to find the true ideal customers who will ultimately purchase your products or services.
The prospect qualifying process isn’t that difficult. Starting conversations with prospective customers to learn about their needs and wants, conducting polls and surveys and even promoting a product or service that appeals to your ideal customer are ways to help you narrow down to your real ideal customers.
**Step 3: Keep Prospects Moving Through the Funnel**
Once you find out who your real ideal customers are, your work isn’t done. You now need to take them through the sales funnel process so they will convert and make a purchase. A key element to this middle part of the funnel is trust. In order for the prospect to take the next step, the more they must trust your brand. There are multiple ways to build trust just like there are various strategies and tactics companies use for prospects in various stages of the middle of the funnel.
The first step in building trust and start the buying process is to establish a conversation. In today’s world, this will likely happen online. Write and share a well-written blog post the prospects will finding interesting and useful. Converse with customers online via social media or through comment threads on your blog.
Once people are aware of your company and maybe have checked out your website, present them with an offer so you can get their email address. These offers can be a free download, a free e-book or a low-cost, introductory product offered on a well-built, easy to navigate landing page that encourages them to sign up for a newsletter or rewards program. Once you have their email, you can follow-up and send them promotional emails. When it comes to emailing, make sure the emails are periodic, frequent enough that customers remember your brand, but not so often that you appear spammy and annoying.
Offering “pre-offers” or trials of your products or services is a great way to get emails as well as give the potential customer the opportunity to try your product or service, whereby helping them decide whether your brand is trustworthy enough for them to give your company their business.
For most companies, the middle of the funnel is comprised of multiple stages. Segmenting your prospects into appropriate sales funnel stages will help you better reach out to them and keep them moving forward through the sales funnel.
**Step 4: Keep the Flow Going**
Successful companies have a consistent sales pipeline whereby new, qualified leads, or prospects are entered into the sales funnel at the same time as other qualifies customers are in the middle and end of the sales funnel. Leads, prospects or customers need to be constantly moving forward, onto the next stage of the sales funnel. It is important to [manage your sales funnel](https://aktify.com/how-to-create-and-manage-your-sales-funnel-part-2-funnel-management) as an unnecessary or complicated step in the process can clog up the sales pipeline funnel.
No matter what stage of the sales funnel a customer is in, it is important to establish and buildup trust. It isn’t just enough for people to be aware of your brand. They need to have a reason to choose to do business with your company over a competitor. That means you need your brand to be a professional expert in the industry while also be empathetic to customer’s wants and needs and personable.
As trust is built and prospects are moved through the sales funnel, multiple tactics and strategies can be implemented based on where in the funnel a customer is at. Some popular strategies include: email opt-in campaigns, free information pieces, social media interaction, blog post interaction, targeted ads, free or low-cost product offering or service trial, and landing pages.
All pipeline sales funnels will have qualified leads that won’t convert. There are many reasons why prospects and leads “leak” from various sales pipeline stages. The goal is to have enough leads regularly be filtering through the marketing funnel to make the drop-off negligible. At Aktify, we help businesses recapture and bring “back to life” leads that have left the funnel and are assumed to be “dead.” Companies oftentimes can’t afford to invest time and resources in “dead” leads hoping to bring them back. That’s where we come in. While your sales team focuses on bringing in new leads and nurturing leads through the funnel, Aktify can help give you more leads through leads that were thought to be “dead.” If you want help getting more leads in your sales pipeline and through your marketing funnel, [contact us](https://aktify.com/contact) today to learn how he can help.
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## 2 Types of Marketing Funnels
URL: https://aktify.com/blog/2-types-of-marketing-funnels · Published: 2018-11-16 · Category: Industry Insights
If you’re in marketing, your goal is to get people to convert on a desired action such as buying your product or subscribing to your newsletter or YouTube channel. It takes multiple steps to get someone who has never heard of your company to trusting it enough to make a purchase. That’s why it’s important to know what is a sales pipeline.
The sales pipeline definition involves a visual picture of where your sales (and/or marketing) prospects are in the buying process. While the sales funnel explanation is often [related to sales](https://aktify.com/marketing-vs-sales-whos-to-blame-for-stalled-growth), it can be easily transferred to marketing.
**Marketing Funnels: Where it All Begins**
How do you go about reaching out to prospective customers or consumers? Chances are you utilize email. Email is instantaneous, doesn’t take up as much of your precious time and is less intrusive than a phone call. With email, the recipient can open it whenever they are available.
While email marketing is still a dominant marketing tool, it isn’t the only one.
With nearly every company and nearly every U.S. consumer having a page on Facebook and accounts on Twitter and Instagram, social media has poised itself to be a potentially equally powerful marketing outreach tool.
While both email and social media marketing are both great activities you should be regularly engaging in, they are different. Below are some differences to take into account and consider before diving right in:
**Email**
You have an email list of prospects in your sales pipeline. Through a variety of marketing techniques, you have succeeded in getting people’s email address. While each company’s email marketing funnel is different, most follow a similar pattern of initial outreach, then follow-up all in an effort to obtain qualified leads that can be handed off to the sales team who can work them through the sales pipeline with the final result being a lead conversion.
Before you send out emails, you need to have an email list. There are many marketing tactics one can use to get prospects’ emails. Some of the more common ways include landing pages, opt-in forms, white-papers and downloads and blog posts. Social media can also be a great way to get emails.
Regardless of how you get your email list, it is important to [nurture your leads](https://aktify.com/blog-sales-funnel-management) appropriately based on what stage of the marketing funnel they are in.
Those that you send a welcome or introductory email to won’t be familiar with your brand and trust will need to be built before you send them a follow-up email with an ask in it. For the first email, make sure your brand is personable, yet professional, trustworthy and credible. All of these can be done with a series of emails whereby you supply the reader, or prospect with valuable, interesting, educational content.
As the lead becomes more and more trusting of your brand and business, the more likely he or she will convert and make a purchase.
**Retention**
Once a [sales lead converts](https://aktify.com/) and becomes a customer, it’s important to retain them by continuing to email them great content and deals. At some point, they will likely convert on an upsell.
**Email Automation**
There are many email automation tools available from email content templates, to mail merging to scheduled emailing to tagging and sorting email lists to analytics. Email marketing automation helps make for more efficient use of your time as well as sent the right email to the right people in your email funnels.
**Social Media **
With social media marketing, you’ll get a lot more of those quick, one-time visitors to your website. While you can share personalized, educational content with each prospect via email, this task can’t be easily done through social media, where people are more interested in personal connection than a marketing or sales transaction. While there are these limitations to social media, the platform can be a powerful tool for your pipeline sales.
Social media can be effectively used in all stages of the traditional pipeline funnel. Social media can quickly spread awareness of your brand through people that are current customers and who are currently “following” your social media page. The engagement and interaction social media marketing fosters allow the prospect to move through the familiarity and consideration stage of the[ typical sales funnel](https://aktify.com/blog-sales-funnel-management) through commenting on posts and asking questions on live Q &As. Many social media networks such as Facebook now allow merchants to feature “buy” buttons on their company page posts and ads. Social media is also a great tool in establishing relationships with loyal, repeat customers.
**Social Media Remarketing**
Like with email marketing, prospects, especially those who have never heard of your brand, will not likely make a purchase from you after only seeing your company post or social ad one time. As with email, people may be initially interested, but then get distracted and may forget about making a purchase.
**Social Media Remarketing**
Ever see those same ads for a website you may have clicked on to in the past either in your Facebook news feed or off to the side? That’s an example of remarketing. The purpose of remarketing is to get visitors back to a company’s website. Remarketing is the social media marketing equivalent of a drip email campaign. You consistently provide little goodies such as discounts, targeted messages, infographics, eBooks and whitepaper downloads and cross sell or up-sell current customers with deals. Shared blog posts are also great ways to bring people back to your website.
Who you remarket to, who ends up seeing your ad or post in or near their social media feed can be done through embedded scripts on your website. These scripts can let you know who visited your site, how long they stayed on your site, how they got to your site and what page they viewed on your site. With Facebook, for example, customers’ Facebook profiles will be identified and your Facebook ad, blog post or offer will automatically be shown in the newsfeeds of specific prospects.
Again, both email marketing and social media marketing require your brand to build a relationship with prospects in order for them to move along the sales pipeline funnel. Both are great to be used simultaneously to get highly qualified leads that will convert into sales. Both marketing tools, however, are different and one should have a unique strategy for each one.
Before one engages in either of these, it’s important to know what is a sales funnel and what your company’s unique [sales pipeline funnel](https://aktify.com/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know) looks like.
Not everyone you repeatedly reach out to via email or social media will respond. While sales may call these dead leads and abandon them, these leads may prove to be valuable in the proper timing. It isn’t uncommon for prospects to initially show interest in purchasing only to go dark for many months or years. Aktify can help your company draw these dead leads back and possibly make them into converting customers. If you are realizing your email or social media contact list is shrinking and people aren’t converting, contact us at Aktify to learn how we can help you find those converting customers.
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## What is LinkedIn Lead Generation? [What to Know]
URL: https://aktify.com/blog/linkedin-lead-generation-what-it-is-and-how-you-could-benefit · Published: 2018-11-09 · Category: Industry Insights
If you’re a working professional, regardless of what industry you’re in, you’ve likely heard of LinkedIn.
LinkedIn is a professional social networking site where one can make professional business connections, post and apply for jobs, post blogs, participate in discussions, chat with connections and research people and companies. What more and more marketers are finding is that this powerful business networking platform can also yield sales qualified leads that can be coaxed through their company’s B2B sales funnel and get converted into paying customers through LinkedIn lead generation.
**LinkedIn Lead Generation: How to Get Started**
LinkedIn is a place where business professionals can get introduced to one another as well as network and build relationships with each other. This finding and networking with other business professionals can also translate into marketing qualified leads and meet sales qualifications that can be handed off to sales in companies that do B2B, or business to business marketing.
While there is no one formula to [generate qualified leads](https://aktify.com/) on LinkedIn, there are some processes that yield more significant results. To take full advantage of all LinkedIn’s sales and advertising tools, a paid, premium LinkedIn account is required. Below are some things for you to try in [building your sales funnel](https://aktify.com/blog-sales-funnel-management) through LinkedIn leads:
1. **Start With the Right Mindset**
There are many misconceptions about LinkedIn that have kept marketers and salespeople from fully taking advantage of all LinkedIn has to offer. LinkedIn has millions of users worldwide. These members represent a variety of job titles from nearly every industry one can think of. If you’re a B2B company, this translates into hundreds of thousands of potential leads.
A common mistake anxious marketers and sales professionals make is wanting to quickly send out as many invites to connect as possible and make sales pitches somewhere in each interaction with a potential lead. While people do like buying things, they don’t like to be sold. Messages to connect on LinkedIn solely for the purpose to get the recipient to buy a product or service is a sure way to get people to unfollow your brand and immediately disregard and trash your connection invite, email or direct message.
Pushing LinkedIn leads too quickly through the marketing funnel is a common mistake that comes from the misconception that one must convert a LinkedIn lead. LinkedIn is a connection tool, not a sales conversion tool. The purpose of LinkedIn is to network and make connections whereby marketers and sales people can get a contact’s email and phone number in order to follow up and solidify the relationship. Those who expect to close deals on LinkedIn will likely be disappointed with their results.
Sending out too many connection requests and LinkedIn InMail (email) will also get LinkedIn to flag your account on grounds of suspicious activity. Being general about your audience and failing to do some researching and filtering those you reach out to will also lead to poor results. People are more likely to engage and do business with a company that takes the time to address and interact with them on a personal level, knowing their specific problem and providing them with a concrete, specific solution to their current problem. General outreach takes away that personal touch and disregards the issue the individual is struggling with and looking to solve.
1. **Optimize Your LinkedIn Profile**
This may seem like a no-brainer, but it is surprising how many marketers and salespeople don’t properly optimize their LinkedIn profile. Completing one’s profile is just the first step. As mentioned earlier, you need a specific niche and value proposition as well as narrowing down your targeted audience to those that would best benefit in your product or service or who would find it most interesting.
The tagline of your LinkedIn profile is the most important element. This little one-liner is what appears under your name on your profile and wherever else on LinkedIn you post or connect with others. Many LinkedIn users use this area to state their job position or job description and the place they work at. While there is nothing wrong with this, it doesn’t entice or capture any attention. To hook people in, state a brief, catchy tagline that says who you help, how you help them and the means by which they can be helped. This again goes back to your specific niche market. Have a specific solution to a specific problem, helping a specific audience.
Besides having a specific, attention-getting tagline, be sure to intersperse targeted SEO keywords in the tagline as well as throughout your profile and make sure that your profile isn’t overwhelmingly about yourself. Avoid writing the generic resume-like profile. People don’t care or are interested in your business accomplishments. They want to know how you can help solve their problems. Be sure to focus your profile on the needs of the customer while also showing them you have authority and can be trusted with their business.
1. **Do Wise Outreach**
Once you know your unique and specific value proposition and have optimized your LinkedIn profile, now it’s time to research and conduct outreach.
LinkedIn has multiple built-in sales and marketing tools available to paid premium members. Sales Navigator, LinkedIn Pulse, InMail, sponsored and direct sponsored content and Campaign Manager can all be used in addition to various LinkedIn communications.
When using LinkedIn for leads outreach, aim to send out a maximum of 100 connection requests per day. After they are connections, gradually send them drip campaign messages. LinkedIn Sales Navigator is a great tool to help you find and narrow in specific LinkedIn members that would be qualified leads. The Sales Navigator also offers analytics for you to construct, monitor and edit campaigns. When you send out requests, the key is to not be salesy, but to facilitate conversation and get the lead to schedule a meeting or phone call with you or another sales representative.
Some tips for LinkedIn outreach include:
- Include your profile tagline as part of your email signature
- Say “thank you” when someone accepts your connection request
- Send your connections a useful article that positions the product or service and gives value to the lead
- Encourage your connections on other social networks to connect to your LinkedIn page
- Find opportunities through other [people’s social networks](https://aktify.com/12-facebook-lead-generation-techniques-to-try)
- Join and actively participate in industry groups
- Post diverse, fresh content that raise relevant and thoughtful questions
- Utilize LinkedIn Pulse to build authority, and spread knowledge of your brand and products
- Update your content regularly and publish new content at peak times
- Utilize regular and direct sponsored advertising content
- Connect with those outside of your LinkedIn network using InMail
- When crafting InMail messages, use hyperlinks sparingly, keep the message about the lead, keep it short and keep it personable
- Use LinkedIn Campaign Manager to monitor sales and marketing campaigns
- Use both LinkedIn’s pay-per-click (PPC) and cost per impression (CPM) text ads as well as their targeting options
- Ask questions
**How You Can Benefit**
Why go about doing all this hard work in networking at trying to get contact information from people who may or may not become customers or clients? The answer is qualified leads.
If your company does business to business sales, it can be difficult to pin-point, let alone contact and meet up with the appropriate decision maker of a company. You may have targeted companies that you know would be interested in and who could benefit from your product or services. You also know that companies are comprised of many employees. While doing much research and sending blind emails and making cold phone calls may have been the old way of to hopefully finding the right decision maker in a company, LinkedIn makes it a lot easier to do this task. With LinkedIn, one can easily identify people within a company by searching either for the company or for LinkedIn members with a certain job title (if your target audience isn’t company specific). Not only is the people search quick, but you can contact the right person without any guessing or relying on someone else in the company to get a hold of the person you hope to speak to.
The ability to quickly find and connect with the appropriate people increases the number of your qualified sales and marketing leads and increases the chance of moving them more quickly [through your sales funnel](https://aktify.com/12-facebook-lead-generation-techniques-to-try). In addition to getting into contact with better quality leads, your company can come across as being more professional, authoritative and trustworthy when you also have a strong and active LinkedIn presence and you communicate with prospects through LinkedIn.
LinkedIn can also reveal companies and individuals in search results that you may not have previously considered.
LinkedIn is a powerful lead generation tool that can help B2B companies find, communicate with and nurture relationships with qualified leads. Having a specific market niche and customer base, an optimized LinkedIn profile and actively engaging with and encouraging people to visit your LinkedIn profile can help you harness the lead generation power of LinkedIn. Using LinkedIn for lead generation comes with multiple benefits including a more professional company image, a more efficient and affordable way to find leads and, most importantly, quality leads.
Regardless of whether your qualified leads have come from LinkedIn or not, they may still drop through the cracks and become a cold, or dead lead. Instead of abandoning these leads, why not try and let us at Aktify help you resurrect them? Our clients have enjoyed additional profits, that would have otherwise been lost, by following up and [bringing back dead leads](https://aktify.com/features). Contact us today to learn how we can make your dead leads profitable.
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## 12 Facebook Lead Generation Techniques to Try
URL: https://aktify.com/blog/12-facebook-lead-generation-techniques-to-try · Published: 2018-11-01 · Category: Lead Generation
Whether you’ve been in business for one year or many years, you’ve likely heard of social media marketing, namely Facebook marketing. You may have grown up knowing the ins and out of Facebook or you’re a business veteran that has resisted the use of Facebook for awhile and are just realizing the powerful marketing and sales tool it can be. Facebook has the power to help you generate [qualified leads](https://aktify.com/the-sales-pipeline-how-to-develop-and-manage-this-powerful-resource) that meet your sales qualifications when used correctly. If you’re hesitant about the quality of leads from Facebook, not meeting the standards of your lead qualification checklist, here are some Facebook lead generation tactics to try for yourself.
Facebook is a social media platform where your customers and potential customers regularly “hang out” online. You want to reach them with your brand’s messaging, products and services so that your company will be at the forefront of their minds when it comes time to make a purchase. This principle is easier said and done. Your customers on Facebook go there to socialize, catch up with friends and family and see what is going on in others’ lives. They don’t want to be blasted with companies selling them products and services. As a business, your Facebook posts should establish a personal conversation that also compels people to convert and do a desired action.
**Facebook Page Content **
To keep your page looking fresh, professional, authoritative and interesting, make sure your business Facebook page is filled out completely with a regularly changing mix of content including text posts with links, picture posts and video posts.
**1) Pin Lead Generation Offer Posts to the Top of Your News Feed **
A post that you pin to the top of your news feed will be highlighted above the other posts on your feed by remaining at the top of your feed for up to seven days. After the seven days, it will be pushed down into your news feed on the date it was first published. Any kind of posts, including those with live video can be pinned. A pinned post is identified by a blue and white push pin icon located on the top right of the post.
**2) Include Links to Landing Page Offers in Facebook **
Instead of writing a novel with all the details of your current offer or promotion, write a short teaser to capture the reader’s attention with a link to a specially designed landing page on your website.
Be sure the messaging clearly communicates where the viewer will be sent by using phrases such as “download your cheat sheet” or “Get your coupon.” In addition to interesting, attention-grabbing content, include an equally compelling, eye-grabbing image with the post. For this, you may want to forgo the stock photo and use your own image or create an image yourself. When using your own custom image, make sure the size is the right dimensions for Facebook to pull it in and add the proper open graph tags on your website.
**3) Feature Your Most Popular Blog Posts **
There is nothing wrong with recycling old blog post content and featuring it on your business Facebook page, especially if those blog posts have, and continue to generate many leads and engagement.
With these powerful blog posts, be sure they feature a CTA high up in the content, such as near the introduction. The CTA should be a solution to a problem or something the readers will want to learn more about. Also consider using the CTA in the anchor text.
**4) Use Landing Page Links in Image Captions **
Posts with images see significantly more engagement than text-only posts. When you use images in your posts, as well as in your profile picture and cover photos, include links to landing pages on your website within their descriptions. These links are great ways for people to learn more about your company and be more likely to do business with you. With these links, use a shortener, such as [bitly](https://bitly.com/) to make them look better and use [Facebook UTM tracking codes](https://blog.hubspot.com/marketing/what-are-utm-tracking-codes-ht) to see how effective or ineffective these links are.
**5) Utilize Videos **
Of the three types of Facebook content posts, video posts garner the most attention and interaction. In fact, Facebook’s algorithm favors the use of video. Facebook videos are great opportunities for you to share special offers and new blog posts, upcoming events, webinars and courses, to introduce your business and share news about your business.
At the beginning and end of your video, verbally communicate the desired CTA as well as include the CTA in the video description.
Facebook Live videos are an excellent alternative to the time-consuming, professional marketing videos. These videos let anyone to record and broadcast live videos with their smartphone and automatically upload them to the user’s Facebook news feed. These videos are rawer and more spontaneous compared to traditional videos which can capture more interest and views from curious viewers. The raw element of the Facebook Live videos also gives your business a personality and personal look viewers are more comfortable engaging with.
These videos are great for Q&As, providing updates from a conference or informing viewers of special offers. As viewers can “join in” on the video after it’s already started, it’s a good idea to repeat the CTA multiple times in the video.
**6) Include a CTA Button to your Facebook Page**
Facebook now allows businesses to place a CTA button to the top of their business Facebook page. There are seven pre-made button options available which include: “Shop Now,” “Sign Up,” “Book Now,” “Contact Us,” “Use App,” “Watch Video,” and “Play Game.” Select the one that fits your marketing objectives and link it to a page on your business website. Your selected button will appear below your cover photo, to the right.
It’s a good idea to change this button up every once and a while, linking it to a different page to your website.
**7) Utilize Facebook Custom Tabs**
The tabs of your Facebook business page act as menu items. While the About, Photos and Events tabs are automatically made and implemented, additional, custom tabs can be added, such as contests, offers, and lead generation forms.
**Other Facebook Marketing Tactics**
Once your Facebook page is optimized, there are some other marketing tactics you can utilize including advertising, contests and events.
**8) Utilize Facebook Advertising**
Facebook adverting allows you to collect qualified leads from highly focused audience groups at a low price that won’t blow your marketing budget. Facebook advertising lets you select your daily advertising budget and advertising campaign duration. In addition, you can also drill down to as specific a targeted audience as you want, with a host of targeting options ranging from age and location to interests and hobbies.
Facebook ads are sophisticated, easy to use, cost-effective and allows potential customers to connect with your company without needing to leave Facebook. If you use Facebook advertising for lead generation, Facebook will automatically fill in a user’s information into the [lead form](https://aktify.com/blog-sales-funnel-management), meaning more convenience for the user and an easier sign-up process on mobile devices.
These ads have templates designed for a variety of goals from signing up for a newsletter to visiting a page on a website to make a purchase. Simply choose the goal you want to accomplish and fill in the template with content and an image, target your audience and then set a bid for the ad based on your [marketing budget](https://aktify.com/marketing-vs-sales-whos-to-blame-for-stalled-growth). Once the ad is live, you can use the built-in analytics to measure the campaign’s progress.
There are three types of Facebook formats available for ads:
1. **Boosted Post:** A boosted post is a normal Facebook post that an admin “boosts” to show to a larger number of viewers and audiences you can target a head of time.
1. **Side Bar Ads:** These ads appear on the right-hand column of a user’s Facebook news feed. There are more advanced testing options with these types of ads. Side bar ads also have lower click and conversion costs.
1. **News Feed Ads:** These ads appear right in a user’s news feed and includes an optional CTA button. These ads, however, don’t get published on your business page news feed. News feed ads are more expensive than side bar ads, but have shown to have more engagement.
**9) Run a Contest or Giveaway**
People love free or heavily discounted items and what better way to get interest and engagement for the chance to win free stuff than a contest or giveaway. Contests and giveaways are great ways to boost traffic to your website and for generating leads.
An effective contest or giveaway on Facebook has interesting, valuable content, a captivated image and a link to the contest landing page on your website that features a form the visitor then fills out. Just like that you have a lead’s contact information.
**10) Turn a Webinar Into a Facebook Event **
Webinars are a great way to make your company look professional and credible. Facebook events are more prominent than normal posts on a user’s Facebook news feed, attracting more attention. Events encourage people to register on a separate landing page on your website where their information can be gathered. Events can also be promoted and monitored. If your company does multiple, regular webinars, these events can be included in a customized page tab labeled events.
**Other Marketing Tactics**
**11) Do Social Listening**
Staying abreast of what is happening in your industry, who’s talking about your company and your competitors on Facebook can give you valuable insight as to what content and script to use in your posts in order to reach out to potential customers. Facebook, along with other social media channels have search features whereby you can find people and conversations you otherwise would not have noticed. Chiming in on these discovered conversations about a solution you offer can establish a valuable business connection.
**12) Do Social Selling**
Facebook is a power social media platform for building relationships with potential customers and building stronger ones with current customers. This relationship-building is central to social selling. [Social selling](https://aktify.com/features) relationships are built by engaging in social listening, sales practices and lead generation. Facebook is an excellent platform on which to effectively do all three of these social selling elements to build valuable relationships.
Facebook is a powerful lead generation tool that you can include in your sales lead qualification process. From customizing your business page to formatting your promotions to narrowly targeting your audience, this social media platform proves to be something no sales and marketing team is to be without.
The biggest reason Facebook is a great lead generation tool is that it’s a place for relationship building to happen. People who have a close, trusting relationship with a company and who feels that the company cares about them as an individual will most likely do business with that company. Just like Facebook, [Aktify](https://aktify.com/) helps generate leads that may have become dead or somehow gotten out of your sales funnel through reestablishing connections with those lost leads. We bring your company back to the forefront of dead leads through reaching out to them via phone call and text message. Getting those dead leads back and making them into customers provides great value to your company. Our sales qualification services company would be pleased to help you reach and build relationships with lost or unknown leads. Contact us today to learn more about us and our available products and services.
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## How to Develop and Manage The Sales Pipeline
URL: https://aktify.com/blog/the-sales-pipeline-how-to-develop-and-manage-this-powerful-resource · Published: 2018-10-23 · Category: Lead Generation
To get proficient at making a profit for your organization, selling of products and services needs to be done. For more deals and sales, however, a unified, streamlined [sales funnel management](https://aktify.com/blog-sales-funnel-management) process needs to be in place. For the vast majority of companies and businesses, this process involves a sales pipeline showing where prospects are in the sales funnel.
**What is a Sales Pipeline?**
The purpose of a sales pipeline is to move a prospect through the sales funnel to the point where they become paying customers. Like the sales funnel, the sales pipeline has multiple stages. As a prospect progresses through the stages, the sales person needs to alter how they communicate with the prospect as well as the messaging they portray. Unlike a sales funnel, which defines the different stages of the selling process, a sales pipeline shows where a prospect is on the sales funnel. In many cases, a prospect will stall at one of the [sales funnel stages](https://aktify.com/the-7-sales-funnel-stages-plus-the-one-youre-missing-out-on). A sales pipeline can provide the sales person with valuable information on how to get the lead unstuck and progress onto the next stage.
**Sales Pipeline Development**
If you don’t know how to start and implement a sales pipeline, remember these basic steps: Prospecting, initial contact, lead qualification, meeting or scheduling a demo and closing the sale. These are the five basic stages of sales pipeline development.
**Step 1: Prospecting**
At this stage, you identify who your targeted audience is and gather information about who you think will be the candidates to become a paying customer. At this point, your sales prospects are called leads.
**Step 2: Initial Contact**
After you gather the list of leads, along with their contact information and some basic information on them as a person, it is time for the marketing team to begin initial outreach. Cold calling and emailing are the most common ways of reaching out to leads.
**Step 3: Lead Qualification**
After initial contact with leads, you will get some replies back expressing interest. Before you get too excited and automatically move them onto the next stage of the sales process, these leads need to be vetted using a lead scoring system. The leads score will indicate whether he or she is worth pursuing. Only those who have a high probability of progressing through the sales funnel and converting into a paying customer will be forwarded to the sales department to carry out the next stage of the sales pipeline. These are called [sales qualified leads,](https://aktify.com/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know) or SQLs.
**Step 4: Meeting or Sales Demo**
After the leads are qualified, the sales personnel aim to schedule one-on-one meetings with each lead, presenting them with a demonstration of how the product or service works and how it can benefit their business.
At this point in the pipeline sales cycle, it is important for the sales people to put together an individual, unique presentation addressing each lead’s business goals, wants and needs.
**Step 5: Closing the Sale**
At the conclusion of the individualized, in-person sales demonstration or meeting, a proposal is drawn up.
At the end of the pipeline sales process, the result is either a successful sale or an unsuccessful one. If your sale is successful, it is important to regularly follow-up and check in with the new client. If the deal fell through categorize the lead as a dead one and move on to the next one.
**How to Manage a Sales Pipeline**
Once a lead is successfully converted into a paying customer, the salesman’s work isn’t done. Once you develop a sales pipeline, one must constantly manage it. Sales pipeline management utilizes a variety of online tools to provide the sales team with crucial sales pipeline analysis.
The most common tools are a customer relationship management (CRM) system, scheduling software and email tracking.
A CRM offers a centralized place your sales and marketing teams can go to view and track leads and open deals. These systems also offer a place where the contact and other information about current customers is found. When delving into your CRM sales pipeline, there are certain sales pipeline analysis you should pay attention to. This includes:
- How many deals are in your sales funnel
- The average deal size in your sales funnel
- The percent of deals that go through, also called the close ratio
- The average lifespan of a deal before it is closed, also called the sales velocity
- How much time it takes to sell a product or service
- How long it takes for leads to respond
- The opportunity win rate
- The average size of a deal
- The length of the pipeline
- How much the sales pipeline covers the sales funnel, called the sales pipeline coverage ratio (SPC)
- How much it cost to acquire a customer (CAC)
- The lifetime value of a customer (CLV)
- The number of monthly new leads
- The amount of monthly recurring revenue (MRR)
Scheduling software lets your sales team more efficiently coordinate in-person meetings with leads by informing them the availability of the lead. The lead will also know the availability of the sales rep so a date and time can be quickly decided upon that works best for both parties.
Email tracking software will let your marketing department see how many people clicked on the email, read the email and took the desired action. This software can also inform you about other not so good metrics such as how many times your email got marked as spam or was automatically deleted without being opened.
Sales pipeline management also involves constantly tweaking your sales process based on past failures and mistakes.
Some common mistakes to avoid include:
- Immediately turning prospects over to the sales team
- Not listening to or understanding the needs of your customers
- Putting sales quotas and business profit above helping and connecting with the prospects and leads
- Inadequate and inconsistent follow-up
Instead, when doing sales pipeline management, try these tips:
- Save time by automating repetitive, mundane tasks
- Set reminders to follow-up
- Make sure everyone in marketing and sales knows the company defined pipeline stages
- Make action items and expectations clear for each pipeline sales stage
- Track sales metrics
A unified, defined company sales process will help your sales and marketing teams do their jobs better and more efficiently, resulting in more prospects that can be taken through the sales funnel via the sales pipeline.
If you have [dead leads](https://aktify.com/) in your pipeline sales, Aktify can help. The Aktify system can revive those dead leads via phone call, text or email. We have helped multiple companies regain potentially missed revenue opportunities by following up with their dead leads. We can help yours too and help get those leads through your sales pipeline. Contact us today to learn more.
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## Marketing and Sales Qualified Leads [What to Know]
URL: https://aktify.com/blog/marketing-qualified-leads-and-sales-qualified-leads-what-you-and-your-business-need-to-know · Published: 2018-10-19 · Category: Industry Insights
Whether you’re new to sales or you’re a busy CEO who doesn’t touch base with your sales and marketing teams, whenever you hear the word “qualified leads” you automatically think of sales and when you come across the terms marketing qualified leads (MQLs) and sales qualified leads (SQLs), you may think they are two words that say the same thing. If you think MQLs and SQLs are one and the same, you’re not alone. Many business people who work outside of marketing and sales come to this same conclusion.
The first thing you and your business need to know about marketing qualified leads and sales qualified leads is that they are similar, yet two different things. A marketing qualified lead may not turn into a sales qualified lead and a sales qualified lead may not have started as a marketing qualified lead.
To clear things up a little bit, it helps to define each one. A marketing qualified lead is a lead that the marketing department deems promising enough to hand over to the sales department to complete a sale or deal. A sales qualified lead is a lead that the sales department seems the most likely to convert into a paying customer.
**What is a Qualified Lead?**
Being uniformed about the difference between a MQLs and SQLs is not the only problem you and your organization should be aware of. There is a deeper issue within the company that leads to misunderstanding and missed sales opportunities. This internal issue is a misunderstanding of what a qualified lead is. While the sales and marketing departments have different roles, and think they can operate independently of each other, the reality is that both departments must work together in order to move leads [through the sales funnel](https://aktify.com/blog-sales-funnel-management) and get converting, paying customers.
Since this relationship between sales and marketing is often a distant, and sometimes strained one, it doesn’t come as a surprise that each department has a different definition of what a qualified lead is. By not having a unified, singular definition of a qualified lead, contention between the departments occur.
Many marketers have a liberal definition of what an MQL is. As they aren’t sales people, many marketers pass the vast majority of their leads onto the sales department. The problem with this is that many of these MQLs aren’t qualified enough for the sales team to [follow-up](https://aktify.com/features) on and move down the sales funnel.
Marketers think anyone who engages with the company either online via a newsletter subscription or on social media are interested in purchasing the company’s product or services. These leads, however, aren’t necessarily in the sales funnel stage to be considering a purchase. They are simply interested in the content and what the company has to offer. These leads are aware of their need but aren’t yet certain that your company has the best solution to meet their needs and solve their problems.
While it is great to get contact information from potential leads and have some interaction with them, marketers should be aware of what the business’ target audience and ideal customers are. Knowing this, marketers can dig down deeper into these potential leads to see if they match. If so, these potential leads may be MQLs that can be passed onto the sales team.
When it comes to sales, a SQL is a lead that is further along the sales funnel and are in a prime position to buy. When unvetted MQLs are passed onto the sales department there is often more time and energy wasted on leads that aren’t ready to make a purchasing decision. While the sales team is busy moving their own leads through the sales funnel, unqualified MQLs add extra work for the sales team as they are now bombarded with leads that are at the top of the funnel.
Additionally, when unqualified MQLs are handed off, the sales team has a harder time converting these leads because they get scared off. Think of a time when you clicked on a blog post and shared it on social media only to immediately get a sales email from the same company. Chances are you’d likely hit the unsubscribe button as you’re not interested in making a purchase.
Because these so called “vetted” MQLs are more difficult for sales to convert them into paying customers and the reality that the majority of MQLs don’t convert, strife between the two departments result.
**Next Steps**
As a business, you want as many prospective leads to become qualified leads that ultimately end up purchasing your product or service. You’ll end up with less sales if you don’t know the difference between an MQL and an SQL and have a sales and marketing team that don’t work together.
Here are some tips to try to get more leads down your sales funnel:
- Have everyone in the company, especially the sales and marketing personnel, know the difference between a SQL and an MQL
- Meet regularly with the sales and marketing team
- Make sure the sales and marketing departments regularly communicate with each other and are on the same page
- Set up a companywide definition for a qualified lead, marketing qualified lead and sales qualified lead
- Make sure that the marketing department knows what the company defines as an MQL and have a uniform vetting process instilled
- Encourage the marketing department to nurture relationships with prospective leads in order to transform them into MQLs that can be passed on to sales
- Have a unified, companywide sales funnel and [sales funnel stages](https://aktify.com/the-7-sales-funnel-stages-plus-the-one-youre-missing-out-on) defined and make sure the sales and marketing departments know these stages
- Create a process for handing MQLs on to sales
Qualified leads are good to have and whether these qualified leads are in marketing or sales, they shouldn’t be ignored, but instead be taken through the sales funnel. Knowing the difference between a marketing qualified lead and a sales qualified lead is the first thing you and your business need to know. Secondly, you and your business need to realize that sales and marketing have their own definitions of what a qualified lead is and the problems it can cause. There are ways you can bridge these different definitions and unify the sales and marketing departments.
With [Aktify](https://aktify.com/), your marketing team can obtain leads to nurture into marketing qualified leads and your sales team can resurrect “dead” or stalled unqualified leads that the marketing team sent over.
If you need help bridging the gap between sales and marketing departments, [contact us](https://aktify.com/contact) at Aktify today so your business can begin getting more qualified leads and sales.
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## VOC + CRM = Sales Success
URL: https://aktify.com/blog/utilize-the-synergy-voc-and-crm-to-maximize-success · Published: 2018-10-11 · Category: Lead Generation
Customers and clients are the lifeblood of any organization, regardless of industry. You need people to buy your product and utilize your services. This is why sales is so important. There are many sales funnel tools out there to help leads in your sales pipeline make it from the top of the sales funnel into qualified leads that convert into loyal, paying customers.
While sales have gotten more sophisticated, the internet has bombarded prospective leads with more offers and information than ever. The increase in sales promotions and offers and an increasingly systematic, impersonal way of obtaining leads has led to a disconnect between a ramped up sales marketing strategy and less than mediocre business growth and success. More sales materials are getting sent out to more people, but the number of prospects making it all the way through the conversion funnel has either stagnated or declined.
**Voice of the Customer (VoC)**
The lack of businesses keeping in touch with their prospective customers and clients is the biggest culprit of this disconnect. Businesses have become more about selling a product or service than meeting the needs of their customers. In fact, many businesses don’t know much about their customers.
Voice of the Customer (VoC) is the term used to describe the business sales process of listening and getting feedback from the customer so that the company can better meet their needs with their services or products. According to VoC, successful businesses are the ones that take the time to hear from their customers and evaluate how their products or services are meeting the needs of the customers. These successful businesses know their customers so well that they know what needs they have to be met.
Another element of voice of customer is the realization of the gap that may be present between the expectations of one’s customers to the brand and their actual experience with the brand, service or product. For a strong VoC, and therefore a more successful company, collaboration between business operations, product development and customer service must be seamless and unified in improving products and services to make it a better experience for the customer through each of the [sales funnel stages](https://aktify.com/the-7-sales-funnel-stages-plus-the-one-youre-missing-out-on).
There are many ways a company can begin to listen to their customers and practice voice of the customer methodology. Some of the most common practices include:
- Online reviews
- Customer surveys (on-site and online)
- Customer interviews
- Live chats
- Feedback forms
- Focus groups
- Social media interactions
- Website interactions
- Emails
- Net Promoter Score
These abovementioned practices can all give your company a pulse as to what your customers’ experience is with your company and your products and services. By gathering customer feedback from different sources, you can get a better idea of who your customers are as well as their needs and how your products and services are or are not fully meeting those needs.
In addition to the practices mentioned above, a company can utilize VoC by synching it with their customer relationship management system (CRM).
**Customer Relationship Management System (CRM)**
You may have heard of customer relationship management (CRM) before. If you’re new to sales or work in a different department, CRM is a platform on which the interactions your company has with customers and potential customers are managed. The management of these customer relationships help your company improve its business relations with customers in order to stay in touch with customers, streamline your business’ customer processes and increase overall business profitability.
There are [many CRMs](https://aktify.com/best-crm-software) out there and it could be overwhelming trying to select the best ones for your company. Most customer relationship management systems are highly sophisticated and give you great insight into your customer’s journey through your conversion funnel. There are many automated features that easily allow you to segment prospects to find those that will most likely convert.
Even though these are great at making your company’s sales, marketing and advertising initiatives effective and efficient in getting new customers to become a converting customer, there are holes that limit how successful it can be in achieving your company’s sales strategy.
Where most CRMs fall short is an area concerned with cold leads. These leads may have started your company’s purchase loop, but before they could arrive at the lead conversion phase, they stalled in their interest or pursuit to be enticed to be sold on your product or service.
Every company has cold leads and these types of leads have a variety of causes including changes in their own company, busyness, their needs weren’t getting met or they were the wrong customer in the first place. Many businesses forget about these leads and pursue those who look like they will become loyal, paying customers. Little do they know the great opportunity and value of these discarded cold leads.
**VoC + CRM=Success**
Have you caught on to the relationship between voice of the customer and customer relationship management? Listening to the customer and meeting the customer’s need are what join these two together and what will bring about business success.
According to VoC, companies that are in-tune with their customers and their needs will thrive. CRM gives one insight about the customers and CRMs, like Aktify identify those cold leads and instead of neglecting them, allow you to re-engage with them and rekindle your brand’s relationship with them. Aktify helps your company revive these cold, or dead, leads by identifying them and helping you hear from them and figure out where you’re not meeting their needs.
With Aktify, you’ll learn why your cold leads stalled in the purchase funnel and reestablish a relationship with those cold leads who still have an interest in becoming customers.
Not every cold lead is disinterested. Some simply started down the lead funnel and either got busy or saw that your product or service wasn’t what they needed. Aktify’s CRM lets you learn about these cold leads so as to hear about their needs and seek to meet them through the company’s products or services.
Hearing and getting feedback from the customer and knowing his or her needs and how your company’s product or service can help meet those needs are a fundamental principle of voice of the customer methodology. It is also a hallmark characteristic of successful companies. CRMs like Aktify can help you learn about the neglected needs of cold, or dead leads and take advantage of otherwise missed conversion marketing opportunities. If you’re tired of not getting all the leads you’re expecting, let us at Aktify help you resurrect your cold leads and let you keep in touch and be familiar with the needs of all your customers. [Contact us](https://aktify.com/contact) to learn more.
---
## The 7 Sales Funnel Stages [Plus the 1 You’re Missing]
URL: https://aktify.com/blog/the-7-sales-funnel-stages-plus-the-one-youre-missing-out-on · Published: 2018-10-04 · Category: Lead Generation
## How Does a Sales Funnel Work?
Whether you’re familiar with sales or not, you know there is a process that takes place in turning a lead who has no prior experience with a brand into a converting customer. This process is called a sales funnel. As you probably guessed it, there are multiple sales funnel stages, each implementing different tactics that will take the lead onto the next stage of the funnel, getting closer to a sale.
As a lead progresses through the sales funnel stages, he or she learns more about the company and its services and products. Good businesses know what type of sales and marketing collateral as well as the appropriate verbiage of those pieces of collateral are best for each part of the sales funnel to get leads onto the next stage.
In some companies the prospective customers are referred by different names as they go [through the sales funnel stages](https://aktify.com/blog-sales-funnel-management). They are commonly referred to as leads while towards the top of the funnel. In the middle of the sales funnel they are often called prospects and at the bottom when they make a purchase, they are called customers or clients. Other companies go a step further, coming up with additional names for leads in more specific stages of their sales funnel template including: suspect, prospect, qualified prospect, committed prospect and transacted customer or client.
## What are the Stages of the Sales Funnel?
How many stages are in a sales funnel and how long does it take for a lead to become a customer? The answer to both these questions depends on your company. Most sales funnel templates include a top, middle and bottom of the funnel, comprising of 5-7 stages. The duration it takes for a potential customer to become a paying customer will depend on your industry, product and services as well as who your audience is.
Whether you’re new to sales or want to establish an organized, well-run sales department at your company, it helps to come up with a sales funnel template. You can get a pre-made sales template or you can make your own with as many or as few stages as is needed for your business and buyers. To help you get started, here is a basic breakdown of a seven-stage sales funnel:
**Stage 1: Awareness**
This is the broadest, uppermost top part of the sales funnel where leads have their first interaction with your brand, services or products. These leads don’t know anything about your company and what you offer.
**Stage 2: Interest**
At this stage, a person may spend some time exploring all the pages of your business website, trying to learn as much about who your company is and its products and services as possible. They likely will dive into the details of all your products and services, read your blog and read reviews from past customers.
**Stage 3: Evaluation**
At this point in the sales funnel, a lead may contact your customer service or sales person to get a quote and ask specific questions about one’s products or services. That same lead will also research and contact competitors as well and ask about their products or services.
**Stage 4: Decision and Negotiation**
At this point, the lead decides to purchase a product or service from your company. This is the stage where negotiations take place until a price and terms of service are agreed upon by both parties and a contract is made.
**Stage 5: Sale**
At this sales funnel stage, the sale is made whereby products and services are exchanged for payment.
**Stage 6: Renewal**
Most sales contracts are made to cover a defined amount of time. Depending on the service, product or industry, sales agreements can last anywhere from a month to multiple years.
When a customer’s contract comes to expiring, the customer must make the decision to renew their contract with your company or leave and work with another company.
**Stage 7: Repurchase**
Should the customer or client decide to renew their contract with your company, new terms, conditions and updated payment will need to be re-negotiated and agreed upon. The customer would then re-purchase their contract with the company.
Again, some companies may combine or skip any of the abovementioned stages to best fit their business’ sale cycle.
While this may seem like a complete, thorough process in getting a passive lead to become a converting, paying customer, there is one key sales funnel stage that is missing.
**The Stage You’re Missing: Revive Dead Leads**
No matter how well your lead generation CMS or your sales cycle and funnel processes are, there is apt to be some leads that stall within the sales cycle. These are called dead leads. These types of leads can be found at any of the sales funnel stages.
Many companies, however, disregard these dead leads a lost cause. While some dead leads are truly people who aren’t interested in your products or services or who don’t need them, there are others who may be still be interested in what your business has to offer, especially if they get stuck in the middle or later stages of the sales funnel.
How do you identify these dead leads? One way is to re-sift leads that have fallen beyond the funnel by re-connecting with them in a way that is personal and which encourages engagement and interaction.
There are many reasons why leads can become dead including wrong timing, busyness and the sales communication going to a non-decisionmaker within a company. The longer the time goes by without interaction with your brand and the further out of the sales funnel a dead lead is the more likely the lead will forget about the company and he or she would have to be brought in again through the top of the sales funnel.
Aktify is a platform and service that revives dead leads for companies, resulting in possibly missed sales had the leads been ignored. We can help you learn where and why there are dead leads in your sales funnel and provide multiple forms of [engaging outreach to dead leads](https://aktify.com/features) such as multiple phone calls, text messages and emails, setting up appointments and even giving prospects free stuff such as event tickets.
With Aktify, you can develop a well-oiled sales funnel that also includes the often excluded, yet important stage of reviving dead leads.
To learn more about our products and services and to find out how much your company can benefit from reviving dead leads, [contact us](https://aktify.com/contact) today.
---
## How to Revive Dead Leads to Increase Business Growth
URL: https://aktify.com/blog/how-to-revive-dead-leads-to-increase-business-growth · Published: 2018-10-04 · Category: Industry Insights
This is a 2 part series written in conjunction with [SEO.com](https://www.seo.com/).
[Part 1: Grow Your Business and Leads With SEO](https://www.seo.com/blog/grow-your-business-and-leads-with-seo/)
If you sell any type of product or service, getting leads and turning those leads into loyal customers are paramount to the success of your business. Ideally, each and every lead you acquire will quickly go [through the sales funnel](https://aktify.com/blog-sales-funnel-management) and love your product and build a trusting, lasting relationship with your brand. Unfortunately, this doesn’t happen and inevitably, not all your leads are qualified leads and some of your leads will simply fall through the cracks somewhere in the sales pipeline sales stages. There are many reasons why this may occur. These leads may not be the ideal ones who need or can benefit from your service or product, they were contacted the wrong way, using the wrong platform (i.e. the sales person reached out to them via phone call instead of through email or social media or vice versa) or there was either too little or too much follow-up, resulting in the leads either forgetting about your product or service or they getting annoyed with the excessive contact. Sometimes the sales outreach was simply done at the wrong time where the lead is interested in the product or service, but because of circumstances, is unable or not interested in making a purchase right now.
The abovementioned leads are examples of dead leads, also called cold leads or bad leads. These are leads that make it hard for salespeople to get into the conversion funnel and eventually change into converting customers. With dead leads, many salespeople make a note to eventually follow up at a later date. Other salespeople, however, immediately dismiss dead leads and no longer bother to pursue them as it is clear they aren’t interested and never will be interested in the product or service. The problem with both these common approaches to dead leads is that the company ultimately losses out on potential buyers and loyal customers.
No lead should be easily “given up on.” By the same token, a company shouldn’t exert more time and energy into dead leads that clearly won’t budge or produce a lead conversion.
How does one [revive dead leads](https://aktify.com/features)?
**Look for Opportunities to Re-Connect**
Calling or sending an email all of a sudden from out of the blue may work for some dead leads who simply forgot about your product, service or brand or who was interested in what your company has to offer in the past, but was contacted at the wrong time, this seemingly random “reconnection” can quickly and easily be disregarded by other dead leads.
Instead of looking desperate or suspicious in suddenly making an effort to “reconnect,” why not look for opportunities and reasons to follow-up with a dead lead?
Two of such opportunities include when your company comes out with a new or updated product or service that would benefit the dead lead and when there has been a significant, positive change in the lead’s life and you can reach out with a simple “congratulations.”
It is important that the “reconnection” is about the lead, not what the sale will do for your company. When the dead lead sees you’re paying attention to what is happening in their life and when your company thinks about him or her when a new product comes out, trust is formed and your brand will more likely remain on the top of their mind.
**Change Up Your Contact Routine**
If you’re reaching out to a dead lead on the same days at the same time, and not getting through, there may be multiple reasons as to why your message goes unanswered. The dead lead may genuinely not be interested in what you have to offer and ignore your calls and emails. It can also mean that you’re reaching out to them at a time that isn’t convenient for them.
Try changing up the times and days you call to see if you make any headway. An interested dead lead will eventually get back to you.
**Segment and Target Your Content**
Your company likely utilizes a [CMS](https://aktify.com/best-crm-software) that enables you to segment your leads. Most companies separate out their dead leads from other types of leads. Segmenting your leads helps you form specific, targeted content to be sent out to the appropriate lead category. If you’re sending the same content to your dead leads as to your other leads who are on different parts of the sales funnel, the messaging won’t be successful. Dead leads may be resistant or hesitant toward investing in your product, service or brand. Your brand isn’t at the top of their minds. They are not going to be interested in your e-newsletter where you talk about how great your products are like someone further along in the lead funnel would be. For the dead lead, you must build a relationship with him or her. Tailor your dead lead messaging so that it focuses on the individual person or his or her business and how your brand has their best interest in mind.
**Prepare to Reconnect**
Your dead leads may not have gotten any contact or communication from your company for a few weeks or a few years. The longer a lead hasn’t been contacted, the more thought and planning needs to be done to prepare for the “reconnection.” These dead leads will be the hardest to bring into the marketing funnel as they have likely all but forgot about your brand, services or products. More effort will be required to re-establish that trusting relationship between the lead and your brand.
When preparing to “reconnect” with a dead lead, make sure the conversation is about them. Introducing yourself and your company will likely need to be included in order to get the lead reacquainted with your brand. Similar to catching up with an old friend you’ve been too busy to call, learn what is new and happening in the life of the lead or his or her business. Learn what is going well and what areas are sources of frustration for the lead. It helps to do your homework on the lead beforehand so you know what questions to ask as well as points to bring up in the conversation. The point of this “reconnection” outreach is to remind the dead lead of your brand, not to make a sale, so don’t even think about asking for money at this point.
**Engage The Lead**
The dead lead may be passively getting monthly email update or the occasional paid Facebook ad on their news feed. If they are remotely interested, they may briefly glance at the content. Otherwise they will just dismiss or ignore your messaging.
While keeping even dead leads informed and in the communication loop is a great foundation in keeping in touch with dead leads, not progressing to interacting with or engaging with he leads will keep them at a distance and away from possibly becoming customers.
Engaging with dead leads and customers in general is now easier than ever thanks to social media. Salespeople can now “like,” “comment,” “share” and “chat” dead leads across multiple social media channels.
In this day and age about instant communication and gratification, people’s time is more valuable than ever. People’s attention span and amount of patience has also grown shorter. These factors combined with the personal, casual nature of social media make online engagement and interaction highly successful.
When a salesperson reaches out to a dead lead online through social media and encourages engagement, the lead will more likely have a favorable view of the company and will more likely become a qualified lead that starts at the first stage of the sales funnel.
How do you facilitate engagement with dead leads? With social media, there are many options available including asking a question and inviting people to leave an answer, do a giveaway with great prizes, give free things away as a thank you for subscribing to a newsletter, liking a page, leaving a review or making an online purchase, and through competitions and games where a winner is announced and given a prize.
If you have a large number of dead leads, that’s a problem. It is a good indication that your sales and marketing outreach efforts are targeting the wrong audience who either doesn’t need or care about your products or services. In order to get qualified leads, you need to do some research about your targeted audiences and implement strong SEO utilizing strategic keywords your desired audience may use in an online search. SEO does more than generate more leads, but it attracts higher-quality leads that will more likely convert in your digital marketing funnel. Unless one has a strong understanding of SEO, it is recommended that your business work with a reputable [digital marketing agency](https://www.seo.com/services/) that has a great record of SEO success for their clients.
At Aktify, we know the value of dead leads to your business. We offer a variety of conversion marketing tools and services, like sales funnel templates that pave the way toward “reconnecting” with dead leads and transforming interested leads into potential customers. Our products and services are compatible with many CRMs including Salesforce. If you’re stuck with unresponsive leads in your sales pipeline, [contact us](https://aktify.com/contact) at Aktify to learn more about our products and services and how they can help increase the growth of your business.
[Part 1: Grow Your Business and Leads With SEO](https://www.seo.com/blog/grow-your-business-and-leads-with-seo/)
---
## Best CRM Software
URL: https://aktify.com/blog/best-crm-software · Published: 2018-09-28 · Category: Lead Generation
If your business sells any type of product or service, customers are a must-have to generate sales and profit for your company. In the past, before technology, businesses were small and localized. Customers walked into the store and exchanged goods and services with money. Eventually businesses were able to branch out, sending their goods and services to customers outside their service area via mail. The phone allowed customers and businesses to immediately communicate with each other regardless of the distance that separated them. Today, businesses have access to a wide variety of sophisticated sales and marketing software, tools and apps that promise to shorten their sales cycles, reach and attract more customers, filter out highly-qualified leads and close more sales deals all with the goal of increasing profits and sales in the most effective and efficient way possible.
When it comes to CRM, or customer relationship management, platforms, it can be stressful and overwhelming when trying to decide which one is best for your organization. While one may think they are all the same, they aren’t. While each one offers a variety of handy sales tools, some have more than others and some require a small yearly, monthly, weekly or daily fee to use their system while others are free. It is highly recommended that you look at not just the price, but the individual features each CRM program offers. Avoid automatically weeding out those that have all-encompassing tools and apps unless your company is brand new and you don’t what your sales pain points are. For many established companies, it’s best to go with a CRM system that specifically targets the most under-performing area of your sales process.
Whether you’ve just opened up a business and looking for your first CRM system to invest in or are a member of the executive team charged with finding a replacement CRM platform for the current one, here are some of the best customer relationship management software out there worth looking into:
[HubSpot CRM](https://www.hubspot.com/products/get-started?_ga=2.183033830.1595512793.1537975677-1818266236.1469739755)
Hubspot’s free CRM program is one of the easier to use customer relationship management platforms and while it isn’t as powerful as some of the others, it has many tools that show just as detailed analytics as other CRM platforms. It is a great CRM system for newbie sales managers and entrepreneurs. Hubspot also has a paid version of their CRM program which grants users access to additional sales tools.
The free Hubspot CRM system does a good job at handling the basics such as logging emails, managing sales data and recording sales calls.
Some of the perks that Hubspot offers users include:
- Working with CRM software that regularly ranks among the best for small businesses
- Better management of the sales pipeline, lessening the risk of missed sales
- A pipeline management tool that tracks possible and current sales deals with team performance and pipeline health analysis
- Identify the warmest leads
- Find the warmest leads through filtering your contacts in real time based on their engagement levels and their site visiting habits
- Access to Hubspot’s large library of proven email templates designed for every step of the customer’s journey. There is also the option to make one’s own, personalized email templates.
[Pipeline Deals](https://www.pipelinedeals.com/)
The Pipeline Deals CRM software takes pride in its unparalleled visibility its users get at each stage of their sales pipeline. If you’re looking to see where your sales pipeline breaks down and yielding less than expected leads and sales, Pipeline Deals CRM is definitely worth checking out.
With Pipeline Deals, you can expect the following:
- Map, record and see every stage of the sale in real time as it goes through your pipeline
- See the progress and status of deals in your pipeline with deal tracking metrics
- Monitor the volume, wins and losses, and sales velocity of your pipeline so your sales reps can be equipped with the right information to prioritize sales
- Get daily sales pipeline numbers and a report of the prior day’s progress every morning
- Each sales deal has its own dedicated page with as little or as much detail as you want with 12 standard data field and optional additional custom fields
- View company-wide, deal status updates on your Pipeline Deals homepage in real-time
- Access your Pipeline Deals dashboard from anywhere by downloading the corresponding iPhone or Android app
[Salesforce](https://www.salesforce.com/crm/#whysalesforce)
Salesforce is one of the most common CRM software and has become the trusty go-to for both novice and experienced sales managers and directors. Salesforce offers a wide variety of tools including a sales cloud, service cloud, data cloud, community cloud, marketing cloud and app cloud.
Some of the benefits of working with Salesforce’s CRM platform include:
- The support from one of the world’s top CRM companies
- Features a pay-as-you-go pay structure, being a cost-effective choice for small businesses
- Completely cloud-based meaning no costly and time-consuming hardware installations, the ability to work remotely and have extra assurance that your valuable important sales files and documents are safe and accessible
- Complete customer management featuring fully mobile software that covers every point of the customer lifecycle
- Remotely close deals and log calls
- Real-time, sales-activity tracking
[Odoo](https://www.odoo.com/)
Odoo is a free, open-source CRM platform that offers a suite of apps developed by business experts and developers. The apps are easy to use and any upgrades and improvements will be automatically integrated so users don’t have to re-download the apps. Odoo’s apps include those for CRM, ecommerce, accounting, project management, inventory and point of sale.
Some of the highlights of Odoo’s CRM app include:
- Design custom dashboards to get a picture of your business at a glance
- Schedule calls, meetings, mailings and quotations based on your sales scripts
- Know exactly how you perform compared to your targets
- Organize individual workflows
- Real-time messaging to enhance collaboration
- One-click to turn purchase orders into invoices
- eSignature-Automate the signing process of your contracts
- Turn quotes into professional-looking invoices in one click
- Send the right message to your leads and customers
[Zoho](https://www.zoho.com/crm/?src=top-header)
Zoho is another CRM system specifically designed to improve the quality of leads and deals. This CRM platform offers users a wide range of tools from word processing and spreadsheet and accounting apps to video conferencing to mail merge to email services and social media marketing apps.
Some of the benefits that Zoho has to offers users include:
- Create distinct portals for your customers, vendors and partners
- Generate leads and automate lead scoring
- Get in-depth analytics through charts analyzing your [funnels](https://aktify.com/blog-sales-funnel-management), KPIs, anomalies and targets
- Use analytics and context to prioritize your emails and sales pipeline
- Conduct live chats with website visitors and be able to segment them
- Make efficient, single click dialing calls, view call analytics, and receive prompt reminders
- Manage your company’s social media interactions
- Utilize an artificial intelligence sale assistant for prospect information in the CRM program
[Aktify](https://aktify.com/)
While Aktify isn’t technically a CRM system, but rather a third party research company that engages or revives stalled leads gathered from your CRM platform. This platform is currently compatible to sync data and leads from nearly 40 CRM platforms, including Salesforce. This platform is a great complement to your current CRM software as it takes the leads from your CRM program and makes them warm leads through continuous engagement and increasing response rates. If the leads in your CRM platform are consistently going cold and not converting, Aktify can help.
Some of the benefits of using Aktify include:
- The ability to make more contact attempts without needing to add additional salespeople
- Turn [stalled leads](https://aktify.com/aktify-introduces-free-trial-to-help-marketers-revive-stalled-leads) into conversations and give your sales team more chances to succeed
- Increase your contact and appointment rates
- Contact leads up to 8 times via phone, text and email
- Have marketing automation, chatbots, machine learning and profile matching
- Enjoy a 50-70% response rate
- Receive alerts from interested leads
- Prove ROI from campaigns to upper management and the executive team
- Encourage more responses with each prospect receiving a personalized gift worth
- Create a positive touchpoint for your brand
CRM or customer relationship management platforms aim to improve the quality of leads for sales as well as offer automation to give salespeople more time to talk to prospects and customers rather than spend hours imputing data. These systems, in essence make sales more efficient and effective.
There are many customer relationship management systems out there to choose from, each being different and addressing a specific sales pain point. Salesforce, Hubspot, Odoo, Pipeline Deals and Zoho are five of the best CRM platforms out there and are worth checking out. When comparing which CRM platform to choose for your business, consider the costs and the included tools and programs.
To further improve your response rate and take more leads through the sales funnel, Aktify offers a platform that works with your CRM to bring engagement and revive cold or stalled leads. If the leads in your current CRM program are getting stalled and growing cold, it may not be your CRM system, but rather your process. Aktify can help revive those cold leads to help your business succeed. [Contact us](https://aktify.com/contact) to learn more about how Aktify can help your sales and marketing teams.
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## Aktify Helps Marketers Revive Stalled Leads
URL: https://aktify.com/blog/aktify-introduces-free-trial-to-help-marketers-revive-stalled-leads · Published: 2017-12-13 · Category: Industry Insights
## Platform Helps Businesses Discover Stall Reasons, Revive Leads That are Still Interested
DECEMBER 12, 2017, MENLO PARK, CALIFORNIA
Aktify, a lead activation platform, is launching a free trial of its Revive program for sales and marketing leaders. Aktify helps businesses find out why cold leads never became opportunities, while identifying still-interested leads.
The Aktify Revive program is designed to eliminate lead gen waste and identify stall points where businesses can optimize marketing or sales. As part of the free trial, marketers provide a list of stalled leads, while Aktify connects with the contacts through email, text messages, and phone calls—independently of a brand’s own call center.
“87% of B2B leads are wasted,” explained Kreg Peeler CEO and Founder of Aktify. “That represents a lot of wasted marketing dollars. Typically, businesses expect marketing automation and nurturing programs to stop the leakage in the sales funnel. With Aktify, sales and marketing leaders can see exact reasons why leads aren’t progressing to opportunities.”
Aktify utilizes goodwill marketing to re-engage stalled contacts. It offers event ticket vouchers in exchange for a response via email, text, or phone call. Jessie Warner, Aktify President, commented, “Providing the gift of an experience doesn’t just open doors, it creates an additional positive touchpoint for your brand.”
Aktify’s clients are thrilled with the results. “Not only do we have better sales funnel insights, but with Aktify we’ve successfully revived 12% of the leads we previously thought were dead,” said Western Timber Frames’ Assistant Sales & Marketing Director, Steven Bunker.
Aktify was founded in 2017 to connect brands with customers through quality experiences. CEO Kreg Peeler, previously founded SpinGo, an event marketing and management platform, which powers thousands of events each month and is backed by EPIC Ventures and Prelude.
The Aktify free trial is open today and is available at [aktify.com](https://aktify.com)
---
## Marketing vs. Sales: Who's to Blame for Stalled Growth?
URL: https://aktify.com/blog/marketing-vs-sales-whos-to-blame-for-stalled-growth · Published: 2017-12-01 · Category: Industry Insights
Do your sales and marketing teams get along? Are they working for the betterment of the entire organization? Or are they striving for their own personal gain and glory?
In most companies I’ve consulted with, when senior leadership doesn’t see the results it wants, a blame game emerges.
For example, I’ve heard sales leadership announce things like:
“The quality of leads we’re getting is terrible. Why call on these leads when they aren’t even interested?”
“If only marketing could provide us with some better materials to close deals.”
“Not enough leads coming in.”
On the flip side, marketers chime in with:
“They call these leads once and give up.”
“We’ve done the research, the testing. The sales guys don’t see the big picture and aren’t selling it right.”
“Sounds like sales is more concerned with pleasing people than selling products.”
So who is really at fault for lack of results? Who is the loser in the blame game?
Well, if Blame is the name of the game, then everyone loses.
For an organization to successfully grow, sales and marketing team alignment is critical. They need to get on the same page, communicate well, and earn success as one.
To quote [Jack from the TV show, Lost](https://www.youtube.com/watch?v=qr1Gjwf_kWg): “If we can’t live together, we’re going to die alone.”
Here are a couple of reasons why there’s a great divide between sales and marketing and what you can do to bridge it.
## Company Politics and a House Divided
Sales and marketing teams are often measured against completely separate goals instead of one singular achievement. This encourages competition instead of collaboration.
I once observed a company who was lost to politics—individual employees or teams cared more about themselves than the overall success of the organization itself.
The sales team was responsible for revenue, while marketing was accountable for delivering qualified leads. When the sales team came up short, they blamed marketing for the lack of leads. Marketing pointed back by saying the leads were fine but the outreach was lacking. This back-and-forth negatively affected the culture and performance of the company.
In companies that are more collaborative, there is one revenue target for sales and marketing. No one hits their goal unless the company hits its goal. Sales and marketing success depend on the two teams working together to carve the best pathway for company growth. When in sync, sales and marketing are 67% better at closing deals, generate 208% more revenue from marketing, and enjoy up to 3X revenue growth (B2B Lead, Marketing Profs, Bulldog Solutions).
## What We’ve Got Here is Failure to Communicate
Forced, once-a-week meetings aren’t nearly enough to bridge the sales and marketing divide. The most successful companies I’ve witnessed have sales and marketing teams who speak with each other regularly. They collaborate on phone calls, lead quality, and stall reasons.
Good communication between teams helps them both understand each other’s role. It also provides a feedback loop where the individual team can see where improvements are needed.
Generally speaking, sales and marketing teams can benefit from understanding the ins and outs of the other team. How well does a salesperson understand marketing automation? What does a marketer know about talking points and sales conversations?
Open yourselves up and learn from each other through working sessions, lunches, and just plain talking. Great ideas will emerge when marketing and sales are talking to each other.
## How to Bridge the Sales and Marketing Divide
While sales is the primary bringer of deals, marketing too can bring in ready-made deals. By the same token, sales usually drives early growth before marketers come on to scale it.
One team isn’t more important than the other. Sales and marketing are most effective working together and in complete alignment. Achieving alignment starts with the leadership and the direction it provides. And that leadership comes from seeing the big picture, identifying stall reasons, incorporating better processes, and instilling a culture of collaboration, not competition.